The content of this Blog is provided as a result of some good questions I was asked following a recent webinar on Selling Value and Differentiation. First, let’s set the record straight- we are ALL in sales! Everytime a person speaks he/she wants to be effective, credible, convincing, impacting, – the list goes on – […]
Posts tagged "Sales Management"
Years ago Industrial Psychologist, Dr. Paul Green and I taught a two-day seminar entitled “The Interpersonal Effectiveness Seminar” based on the four behavioral styles and how to communicate successfully with people different from you. Paul and I also learned from each other and from the attendees of this two-day experience. A lot of people call […]
I was recently talking to a client about the desired outcomes he wanted from the program I was going to deliver to his sales team. As we discussed potential sub-topics which I felt should be included in the content, he said “I don’t think we want to include that one – our people have heard […]
Be A Power Listener! We don’t tend to think of listening as a Power Activity because in and of itself, it has historically been a reactionary behavior rather than a proactive one. Now is the time to change that! When you are conversing with a client, prospect, superior or even a family member, clarity of […]
Don’t ever negatively prejudge the result of a sales encounter. I think in terms of one of our sales processes we need to make sure we are always thinking of giving it our best shot. Don’t be like the Rolls-Royce salesmen in Indianapolis, Indiana. On a Saturday morning three Rolls-Royce sales people standing around talking. […]