Arm your salespeople with one of the most important tools With thousands of self-assessments on the market, DISC is one of the most important for salespeople. There are several versions of DISC on the market. One uses four colors, another uses four types of birds, and another uses four animals. All are processed similarly. Once […]
Arm your salespeople with one of the most important tools With thousands of self-assessments on the market, DISC is one of the most important for salespeople. Typically, after taking the assessment, your company hosts a training session to help you better understand your results. That’s all great, but that training stops just short of the […]
How to use story format to connect better with your customers Every salesperson can help their customers by using a powerful story. The secret to a successful story in sales follows a format. These are not just fun or amusing stories that go on and on randomly. No! Your selling stories need to have a […]
How to use story format to connect with your customers Every salesperson can help their customers by using a powerful story. The secret to a successful story in sales follows a format. These are not just fun or amusing stories that go on and on randomly. No! Your selling stories need to have a clear […]
How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4th wall on a sales call. What is the 4th wall, and how do I break it? The 4th wall term originates from the acting world. Whether on stage, […]
How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4th wall on a sales call. What is the 4th wall, and how do I break it? Listen in as we discuss the 4th wall in sales and how you can […]
The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. At every […]
The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. These […]
Selling to the farmer AND the reseller It is the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening lines from the famous book, “A Tale of Two Cities.” A recent sales training workshop reminded me that knowing who to focus on isn’t always […]
Selling to the farmer AND the reseller It can be the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening line from the famous book, “A Tale of Two Cities.” A recent sales training workshop reminded me that knowing who to focus on isn’t […]
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