Listening is Good but Engaging is Better

by | Jan 11, 2021 | Sales Basics

As hard as we may try, nobody is ‘up’ 100% of the time. You have those days when you are really, really not feeling it as you walk through the prospect’s door to conduct those sales calls. But even during those times when you can’t be sincere or authentic, at least...

Listen with the Third Ear!

by | Jun 10, 2019 | Sales Basics

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

by | Aug 14, 2017 | Closing

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

by | May 26, 2016 | Assessing

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

by | Feb 12, 2015 | Assessing

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...