Category: Connecting with the Head


How Do You Start Your Sales Calls?

According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”


Writing is Not a Mystery. It’s Your Best Chance to Achieve Mastery

My secret to writing is not complex: I write like I talk.


The Purpose of Your Sales Call

Having a noble selling purpose will earn you a good reputation among your clients and they’ll be more willing to hear/buy from you again. So, ask yourself, “Does my selling purpose go beyond making a profit?”


What to Say When You Need an Answer Now

It’s understandable that a salesperson will have deadlines, but there are more tactful ways to communicate that than saying “as soon as possible.” Rather than cause anxiety or create pressure, consider using one of the following suggestions the next time you request something by a deadline.


How Have You Progressed Since the Third Grade?

I’ve been a professional writer and professional speaker for 20 years. But like you, I’ve been an amateur since the third grade when I talked about what I did on my summer vacation.


Value is the King of Sales, and the Queen of Service

Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”


Are Your Email Subject Lines Too Vague or Annoying?

Are you paying enough attention to your email subject lines? It’s a great opportunity to instantly interest and engage recipients–AND make them want to read and respond!


Are You Projecting A Confident, Assured Image?

When speaking, it’s vital that reps project a confident, assured image. Consider everything you say and how it will impact others’ view of you. Also, even more importantly, take time to listen.


Communication — the sales skill that can make or break your sale

How do you communicate? How do you know if your communication is helping you get what you want or hurting you?


It’s a GREAT year so far… or is it?

How’s it going? I mean this year so far? Accomplishing what you thought you would? On the
path of amazing achievement? Or are you stuck in neutral, or worse, reverse?

What to Say When No Won't Work

You can't always say yes to a prospect or client. Some of us, though, have a difficult time saying no. Here are a few alternatives to the "N" word.


What's Your Competitive Advantage?

As I've traveled around the country giving keynote speeches the past 27 years, I've been amazed to find that many salespeople do not know and cannot articulate their competitive advantage to their prospects and customers!

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