Category: Connecting with the Heart

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.

Topics That Can Drive Away Prospects

Communication is so important when working with prospects. But, there are certain topics that you should avoid if you hope to land their business. Unfortunately, many reps can’t always differentiate between what’s appropriate to discuss and what isn’t.

More sales are made with friendship than salesmanship

Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”

Use These Tips to Be a Top Networker

The most successful networkers aren’t takers. Actually, they are givers. They also stand out by always being gracious and polite.

5 Sales Tips When You Only Have 5 Minutes

If you are on the phone, on a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.

People don’t like to be sold but they love to buy

Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.

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