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Understanding The Vulnerability Of Buying May Help You Close

A salesperson recently told me they think their job is to “find the customer’s pain, then turn the knife.” She bragged that this method gets buyers to take action. True, her sales cycle is shorter than her peers’. Unfort...
Landscape

2 Distractions That Derail Your Plans (And What to Do About Them)

No matter how good you are, even the best leaders can find themselves off course because of two kinds of distractions. We call them fires and fireflies.
Watch Your Sales Team Bloom In 6

Watch Your Sales Team Bloom In 6 Easy Steps:

I know you clicked here for sales management tips, but hang with me for just a minute….
Don't Let It Slip By

Don’t Let It Slip By

I recently sat in on a client’s sales call so I could offer coaching afterward. At one point in the middle of the software demo, the prospect dropped that the boss said they “need to fix this before the end of the year.”...
Skip The Diagnostic

Skip The Diagnostic

There are a lot of sales diagnostics out there. Really good ones! You can pay consulting companies to drive around with your team to observe, take notes, and spit out a score. They can survey electronically or spend hour...
The 'Like-O-Meter' Is Going To Impact Your Next Sale

The ‘Like-O-Meter’ Is Going To Impact Your Next Sale. Here’s How:

The Counselor Sales Person (CSP) is a sales methodology that was borne out of Larry Wilson’s interest in understanding how and why people make buying decisions. He drew upon the best psychology of the day--even meeting w...
Just move already...Go sell something

Just move already…Go sell something.

What I love about Chess is how engaging it is. It's not just about you and how you play. You not only have to consider your own moves, but but have to understand how your move will affect your opponent.
LSCPA...The secret formula for handling conflict in the workplace

LSCPA…The secret formula for handling conflict in the workplace

The project has hit a wall. Tension overload. You can feel it. The person you’re working with is telling you—if not through their words then by their actions (not returning emails, missing meetings, for example)— “I can’...