Likely, sales reps have heard about the importance of active listening. But very few have probably taken the time to learn what it truly is, let alone hone it as a skill.
It was Benjamin Franklin who said that nothing in this world is certain except death or taxes. But in reality, we should really add change to that list.
The Hatter in Lewis Carroll’s Alice’s Adventures in Wonderland is sometimes called the Mad Hatter. Do you know why? And do you know why having an employee who behaves like a Mad Hatter in your organization is a managerial call-to-action?
Biases exist, whether we like it or not. It’s up to salespeople to overcome buyers’ internal biases to make the sale.
Lee Caraher is the best-selling author of two books titled The Boomerang Principle–Inspire Lifetime Loyalty from Your Employees and Millennials & Management. She’s also the CEO of Double Forte, a national PR/Communications agency headquartered in San Francisco and New York. In this episode, we discuss: how your career can suffer from poor communication; managing to hold teams accountable for information they receive; and managing how you talk to millennial workers.
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.
From Alexa to self-driving vehicles, technology advances are impacting many industries. But, should sales reps be afraid of being replaced?
Buyer anxiety can strike at any time during the sales process. But, it’s most likely to pop up during the late stages. Believe it or not, what you say can have a big influence on dissipating that anxiety.
You and your team members probably think that technology is helping you multitask and work more efficiently, but that’s not always the case. Have you ever wondered if there is a Goldilocks point – a perfect balance between being always connected and working alone?
To be successful in sales, forget that you are a salesperson. Sounds weird, right? But having this mindset will help you focus on what’s REALLY important when selling.