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Sales Training Blog
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...
Think Like an Entrepreneur Salespeople!
Salespeople, think like an entrepreneur! This will be one of the greatest changes you can make to your career. By contrast, the employee mindset says “someone else is responsible.” “My job is just to close the sale.” Or, “I’ll just sell as much as I need to stay...
Empathy in Sales
Introduction to Empathy in Sales The profession of sales requires a greater level of people skills than any other profession. Incredible amounts of social finesse are required in every step of the sales process. For example, you need empathy in sales when you’re...
Integrity Selling: A New Era of Sales
Introduction to Integrity Selling Over the last few decades, salespeople have been drilled to use heavy handed tactics to coerce and badger people into buying their products. For example, the well-known adage of selling: “Always Be Closing,” has been the mantra of...