Category: Connecting with the Heart

Study Reveals Words That Help Close Deals (& Those That Don’t)

In the sales world, it’s not just how you say it but what you say. Certain words can trigger things in buyers that make them more likely to say yes to a deal…or no thanks and move on. While managers may pass along advice about which words to avoid, there is actually data to back up these suggestions.

Sales Rules That Should Be Broken

Have you ever secretly wanted to be a rebel? Well, now’s your chance to break some traditional sales rules.

Ask Your Prospects These Important Questions

How you ask questions can greatly alter how they’re answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.

How Saying Someone’s Name Can Help You Sell

The inclusion of one little word in your sales conversations has the power to catch anyone’s attention. And, it can completely transform your relationships with prospects and clients.

Here’s Your New Secret Customer Service Weapon and How to Use It

Nearly everything is customizable now-a-days, so why are we acting as if customer service doesn’t have to be any different?

Master the Art of Small Talk With This Simple Guide

For some, making small talk is not easy. If chatting up strangers doesn’t come naturally, don’t be worried: It’s a skill that you can master.

Boost LinkedIn Response Rates With These 2 Tips

If you use LinkedIn for lead generation, are you happy with your response rate? If not, a couple simple tweaks to your strategy can have a big impact.

Use These Words to Earn Trust and New Business

As a sales rep, your words can hold a lot of power. How you choose to articulate ideas can sway a prospect one way or the other. So, thoughtfulness about word choice is a must!

Questions You Must Ask to Uncover Buyers’ Needs

Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.

Quit Asking This Question During A Cold Call

“How are you doing?” Opening a cold call this way may seem harmless but chances are, it’s making prospects cringe. This fallback phrase is overused to the point that its sentiment is lost on most.

Your Likeability Can Affect Prospects’ Trust — and Your Sales

As you’ve already heard, trust is vital to selling. And to earn that trust, likeability plays a huge role. Sure, prospects may buy from reps who they don’t care for, but that doesn’t mean they trust them. This in turn leads to a shaky relationship and potential breakup.

Direct Mail Is Making A Comeback In B2B Sales

Do you send direct mail to prospects? Or, do you consider it too dated for today’s sales world? You may be surprised to know that it’s actually making a comeback as a sales tactic.

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