If, “You can’t teach an old dog new tricks,” is ever uttered by a salesperson, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development, always doing what they can to stay ahead of the curve so that their methods don’t become predictable and boring.
Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.
When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them?
Has there ever been a time when so many methods of communication were available in the workplace? Likely not. And yet, with all of the tools out there, people still don't hear each other.
Overcommunicating is impossible inside a company, says Lee Caraher, author of The Boomerang Principle–Inspire Lifetime Loyalty from Your Employees and Millennials & Management.
z Devine Hewson, CPC and Mark Lund, M.D., CPC are Co-Founders and Principals of Twin Lights Consulting. Their firm helps companies create authentic communication across the chasm dividing the generations at work. In this episode, we discuss: What year the number of millennials in the workforce will equal 75% — it's sooner than you might think; identifying and leveraging what generations have to offer each other in the workplace; and effectively communicating with different generations to boost profits.
Have you ever felt like you’re not quite clicking with a prospect?
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.
Tabitha Laser, organizational design wizard, author and recent guest on our Manage Smarter podcast, likes to joke that she was born without a “mute” button. She told me she had a mute button installed.
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.
Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.
As managers, we know it’s important to listen to what our team members tell us. We also know it can be hard to get people to open up about what they are thinking.