The Psychology of Engagement

Business man and women engaging in a business meeting outside

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.

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Engaging as Salespeople During These Stressful Times

Sign saying "a positive thought in the morning can change your whole day"

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?

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Implementing “The Pause” in Sales Conversations

Man presenting to a crowd with a projection screen behind him

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.

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

businessmen sitting in front of a computer

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.

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Open Your Next Sales Call With this Powerful Twist

business people meeting in a conference room

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.

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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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My All Time Favorite Tip

People often ask me, of all the different tips and advice I have written and spoken about over the years, do I have a favorite that stands out above all the others? 

Of course, communication and selling through relationships are complex topics and a lot of things need to come together for success therein, but I do have an answer that, if we do this over and over through the course of our selling and personal lifetimes, will generate an astonishing bank account of goodwill and benefits.

smiling business professionals having a positive encounter.

Each time you encounter someone, when you finish the encounter, step back and ask yourself the following question:

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