The Importance of Collaborative Teamwork

sales meeting using video conferencing

While we are all more isolated than we would like to be these days, we need to keep jumping on the phone or video conferencing to solve problems and generate creativity with our colleagues. Here’s why.

In our workshops we always open up with a parlor game called Boggle. Boggle features a square jumble of letters we put up for everyone to see. Each person individually has five minutes to write down as many words that can be formed by connecting the letters in various ways . . . up, down, sideways, diagonal etc.

After five minutes we go around the room. The first person reads all the words that popped out to her – say ten – everybody crosses those words off their lists. Then, we go to the next person and ask if he can add any more – usually another seven to ten. Then, the third person adds another five or six and so on.

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The Psychology of Engagement

It’s well-established that in school, students learn faster and retain information much better when they are interacting with the material rather than just hearing a lecture. The exact same dynamic applies to selling.

You can dramatically increase your odds of capturing prospects’ intellectual attention and emotional engagement if you can evolve your sales communications from “presentations” into “experiences” in which the prospects become part of the conversation.

Business man and women engaging in a business meeting outside
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Engaging as Salespeople During These Stressful Times

I’m sure you are very interested in how best to communicate with prospects and clients during today’s hyper-stressful times. As salespeople, you certainly do not want to be trite or minimize things because everybody is processing the situation differently and peoples’ individual challenges can vary enormously. But you have to do your job.

So, how do you navigate these tricky waters?

Sign saying "a positive thought in the morning can change your whole day"
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Implementing “The Pause” in Sales Conversations

The big engine is revving back up in many industries. Let’s get back to some selling tips.

Some of the best salespeople in the world are trial lawyers. The best ones are excellent communicators and they make it look natural, but make no mistake, they have had a ton of training and they rehearse their “pitches” to the jury down to the finest detail in what is called “moot court.” Moot court is set up in a studio that simulates a court room including opposing counsel, judge and jury. Nothing is left to chance.

Man presenting to a crowd with a projection screen behind him

One of the tips trial lawyers are taught is the emotional value of “the pause.” The pause goes something like this.

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Elevating Your Client Relationships Amid a Crisis

Hello everybody,

We ceased our weekly blog during the month of April because, frankly, we are all receiving so many emails these days that are not really “value add” and we just did not want to be part of that avalanche of information. 

Our job is to help you build relationships and sell more/better and we figured you had enough on your plate this past month without our take on world affairs.

But the world economy is slowly starting to crank back up again, and it is time for you, as a salesperson, to start planning ahead and looking over the horizon when the supply chain will surely repair itself.

So, let’s get into the thick of it again, together.

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Taking a Passionate Interest in Our Clients

One of the fellows who inspired my book, “Mr Shmooze,” likes to tell his salespeople:

“If you know a customer’s passion, and pay attention to it, you can find the key to any client’s heart.”

And do you want to know what is so great about people, which presents aware salespeople like us endless relationship growing opportunities?

The almost infinite amount of passions our clients have! All we have to do is ask.

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Relationship Selling is Key, Even During a Crisis

There is a mirror image, a flipside if you will, to the challenges the current economy brings to you as salespeople.

That is, it is the best time in years to take customers away from your competitors and here is why.

businessmen sitting in front of a computer
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Open Your Next Sales Call With this Powerful Twist

We know from research that generating an interactive dialogue is a much more effective means of selling than simply presenting a “show and tell” monologue.

A great way to set the tone for an interactive meeting is to open the meeting with a provocative question.

business people meeting in a conference room
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Stress = Opportunity

Coronavirus! Stock market dive! The world is ending!

girl sitting at laptop working on business objectives

Not really, but as the stress levels go up people do begin to behave differently, and that can be good news for salespeople.

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No Pain No Gain

There is a ton of research that shows that people fear pain more than they enjoy reward. Put another way, they will work harder to avoid potential loss than they will to achieve potential gain.

Fear over reward sign

So how can we use this information to improve our performance as salespeople?

A couple of things come to mind.

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Waste Time . . . Watch Your Hopes and Dreams Disappear!

I do a lot of individual sales coaching. Every client is different and has different goals and needs, but the number one challenge I run into almost every time is time management.

businessman sitting in front of computer writing in a notebook

A salesperson starts out the week with a plan, but it quickly deteriorates into a mish mash of new business development, old business follow ups, administration, and . . . let’s be honest . . . screwing around with all sorts of distractions that come up.

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Handling Procrastinators

Let’s take a few minutes to talk about one of our “favorite” prospects as salespeople: The Procrastinator.

You know who I mean. The prospect who never says no but never says yes, chewing up huge chunks of time in the process.

person holding a pen, waiting to take action
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