Death of a (Macho) Salesman

Death of a (Macho) Salesman

In Arthur Miller’s 1949 play Death of a Salesman, Willy Loman embodies the common American salesperson of his time. Much has changed since Miller brought this character to life, yet the overly macho way people talk about sales remains the same—and it’s time for a...
Trust: A Salesperson’s Ultimate Blindspot

Trust: A Salesperson’s Ultimate Blindspot

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,...

Why Staying Curious Can Help You Win Sales

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...

How to Pick Up on Rapport Cues that Other People Miss

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...
Why Sales Is as Much an Art as a Science

Why Sales Is as Much an Art as a Science

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...