Can you hear me?
I lost my voice in 2012. The combination of a viral infection and an over-ambitious speaking schedule resulted in swollen vocal chords and strict orders from the EN&T specialist to “rest” my voice. Considering the only sound I was able to make was an...
Are you still probing?
There’s an expression in selling, a directive used frequently by sales managers and trainers, that I feel needs to be laid to rest. “Ask more PROBING questions.” Who came up with this term? Every time I hear it I get a visual of some distasteful medical procedure. One...
The Most Important Word in Your Sales Vocabulary
A VP of an extremely successful business is in the process of re-engineering his client proposal format to assure more wins. His team has done a miraculous job listening to clients, noticing what is relevant and what is well past its “sell by” date in terms of...Do you sell to human beings?
Selling is both “art and science.” The science is the process. And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. But the science without the art is like the Oreo cookie...It’s Not Just About Experience
I was recently asked by a colleague to share my top three insights to help younger, less experienced sellers be successful in their careers. I love working with young new sales pros because they are eager to “get producing” as quickly as possible, they usually have...