What Do You Do When the Customer Isn’t Right?

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 them to bully their vendors. If we […]

How Love in Sales Can Transform Your Results

love in sales

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 empathy? At the risk of sounding corny and fluffy, I want to suggest […]

Social Intelligence in Sales

Social Intelligence 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. Subsequently, its simplest definition is being able to get along well with others. Even though it’s a complex topic, […]

The Emotionally Intelligent Salesperson

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 to become familiar and apply the concepts to our practice. Today I’m going to […]

When Self-Interest in Sales is Good

Self-Interest in Sales

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 support Gordon Gekko’s famous quote: “Greed is good.” What I am saying […]

Resolving the “Truthful Salesman” Paradox

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. How can you maximise sales if you’re telling the whole truth, all the time? […]

Getting Past Gatekeepers – 3 Tips for Salespeople

Getting Past Gatekeepers

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 setting for 3 years. The title is misleading because our […]