Category: Connecting with the Heart

Empathy

The root of the word empathy is PATHOS — the Greek word for feeling. SYMpathy means acknowledging the feelings of someone else as in, "I sympathize with you."

How To Turn Conflict Into "A Force For Positive Change"

A career in sales guarantees that you will engage with a variety people during your career. Whether you conduct business solely over the phone or every meeting is in-person, your ability to manage how you communicate with others is vital to success.

Don't Waste Valuable Referrals: How To Convert Them To Clients

Referrals are incredibly valuable in sales, no matter what industry. And, in the competitive health care world, a glowing referral could help you win out over competitors.

3 Keys To Retaining Your Clients

What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?

Highlighting Value Will Set You Apart; Here's How To Do It

Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.

Boost Client Retention By Using These Strategies

It can be thrilling to “hunt” a prospect, eventually winning their business and cashing in the sale. But don’t let the excitement of getting new customers overshadow caring for current ones.

Don't Let Price Objections Derail the Sale

Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.

I Spy a Sale

Remember playing I Spy when you were a kid? Before the tablet age, this was a classic parenting tactic to keep children entertained during a long car ride or a grown-up meal in public.

Wow With Facts, Woo With Possibilities During First Meeting

Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.

Do You Believe In Sales Karma? What Goes Around Comes Around

How is your sales karma? The way that you treat others is the way that you will be treated. Every time!

Do This (And Not That) When Being Ignored

Prospect not picking up the phone? Client giving you the cold shoulder? First, don’t panic; you won’t be the first salesperson to be ignored. Then, consider how to react.

Do This to Communicate Better With Prospects

Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.

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