Listen with the Third Ear!

What does it mean to listen with the third ear? Somebody shared with me the saga of a salesperson who was canvassing a middle-class neighborhood one day. She was hoping to talk to residents about a new product she was introducing. As she approached one home a young...

Close More Sales By Phone

Art Sobczak, a renowned phone sales trainer for the last 35 years, says people often assume that where there’s a pitch, there’s a catch. “If you say, ‘Here is my pitch,’ people will look for something to object to,” he says. “You really shouldn’t even use the word...

Responding To Grumpy Buyers

If you are like me I’ll bet you too have encountered buyers whose attitudes and behaviors were as confusing as the preacher who gave a sermon on tithing, and then the music guy ended the service by having everybody sing, Jesus Paid It All. Although it’s next to...

Earning and Maintaining Buyer Trust – Part I

I am quick to remind salespeople that TRUST is one of the key reasons residential and commercial buyers do business with them, but I probably don’t spend enough time discussing ways to earn it. Conversely, I talk a lot about the value of asking questions, but rarely...