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What two things? Your ears! Being a great salesperson involves the ability to quickly understand the buyer’s situation which enables you to formulate the best possible solution. Understanding comes through listening. Rate Your Listening Skills Here’s a quick quiz to...
The third characteristic of Christ discussed in my book Sell Like Jesus: 7 Characteristics of Christ for Ethical Sales, is clarity. Clarity is described as clearness, precision, and simplicity. Lack of clarity results in vagueness and ambiguity that cause confusion...
People don’t care how much you know until they know how much you care. Just the other day I asked someone how business was going. His response was that all-too-familiar saying: “Business would be great if it wasn’t for the people.” Ouch… It was a reminder that...
Sales, like any other profession, has its share of shady characters that cause buyers to be suspicious of anyone who is selling anything. This reality results in an undertone of suspicion if not blatant distrust before we even talk with a prospect for the first time....
After encountering another obnoxious salesperson last week, I’m reminded to share a critical mindset shift that can help you generate sustainable, long-term sales results: Sales is not about convincing people to buy. It is about helping people make the best possible...
It seems like only yesterday that I was making plans for Q1 and now it’s year end. The details of each day fade over time and it’s easy to overlook meaningful moments and accomplishments. So, I’m taking time to intentionally reflect on a theme I’ve experience this...
