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Sales Training Blog
What Do You Do When the Customer Isn’t Right?
We’ve all heard the adage “The customer is always right,” and nearly all of us have also discovered how untrue this can be. In this article I’m not referring to customers who are simply mistaken about some minor detail, but those who think that being a buyer entitles...
How Love in Sales Can Transform Your Results
Love in sales may sound strange, but it's surprisingly relevant! Love is the most profound emotional state that we experience as humans. While researching emotional intelligence and its influence in sales, I learned that empathy is king. How can we increase our...
Social Intelligence in Sales
Social intelligence in sales is often overlooked. Previoiusly in “The Emotionally Intelligent Salesperson,” I wrote about how we as salespeople can handle our emotions for better performance. Being emotionally intelligent forms the foundation for Social Intelligence....
Is It Better to Give than to Receive in Sales?
Is it better to give than to receive in sales? Wait, isn’t sales all about making money? Well, yes and no. The core function of a salesperson is to generate revenue for their employer. But as we discussed in When Self-Interest is Good, how you go about achieving it...
The Emotionally Intelligent Salesperson
In his book “Emotional Intelligence,” Daniel Goleman puts forward a compelling case that this type of intellect is far better at predicting success than IQ. With the turbulence of emotions salespeople experience every day, it would pay generously (literally!) for us...
When Self-Interest in Sales is Good
Is there a place for self-Interest in sales? This is going to sound like an absolute contradiction to Integrity Selling, but I believe that all people are inherently self-interested. Before you get offended at my apparent cynicism of humanity, I’m not trying to...
Resolving the “Truthful Salesman” Paradox
When I wrote about “Integrity Selling,” I suggested that for salespeople, working with integrity meant speaking and acting truthfully. In a profession where our primary role is to move products and generate revenue, this advice can sound like a complete contradiction....
Overcoming Fear in Sales
There’s a certain irony to having the mighty king of the jungle Savannah as our universal symbol of courage. At the top of the food chain, they have very little to fear. Most people in my audiences seem to understand that courage is not the absence of fear, but the...
Getting Past Gatekeepers – 3 Tips for Salespeople
Okay, I’ll admit it upfront – the title of this article is slightly misleading. The reason I’m writing is that I can relate to the dread being blocked from speaking to prospects by gatekeepers. I want to offer some help as someone who specialised in appointment...