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Social Intelligence in Sales

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....

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When Self-Interest in Sales is Good

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...

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Overcoming Fear in Sales

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...

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Empathy in Sales

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...

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