The following is adapted from Moving from Models to Mindsets. In business, trust is everything. Customers assess your behavior one way if they trust you, and another way if they don’t. If you talk about your products and services with a customer who doesn’t trust you,...
The following is adapted from Moving from Models to Mindsets. Having deep expertise in your products along with great confidence about this knowledge is a source of strength for any salesperson. However, having expertise and “being the expert” are different,...
Preschool kids ask their parents an average of 100 questions a day. By middle school, they’ve basically stopped asking questions.[1] Curiosity is a lost superpower. So how does this happen? First, you’ve had terrible role models. When you were a kid, your parents...
Almost every conversation is an opportunity to build rapport. To do so requires the salesperson to listen harder for rapport cues. On a recent call with a customer, it was clear that he had picked up a cold. We were supposed to talk for thirty minutes, which is not a...
The following is adapted from Moving from Models to Mindsets. Sales is both a science and an art. When working with sales managers, it’s a lesson we can’t emphasize enough. Too often, sales training methodologies, especially those regarding conversations for...
In sales, storytelling is all the rage right now. In fact, from what we’ve seen, teaching storytelling to salespeople has significantly increased in the last five years. We all know there is power in stories, but did you know that listening to someone share an...
