The Importance of Collaborative Teamwork

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… Read More

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… Read More

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… Read More

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… Read More

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… Read More

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… Read More

A Monty Python Lesson on Selling

Most of us have experienced the humor of Monty Python over the years via their movies and TV shows. I am a big fan, so when I saw that one of the group’s preeminent members, John Cleese, was… Read More

How To Be a Likable Salesperson

Have you ever wondered why some people are so darn likable? You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately… Read More

The Awesome Power of Social Proof

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a… Read More

Getting to YES!

Psychologists have long known that small commitments can lead to big commitments.  In one research study they asked homeowners to place a big campaign sign in front of their houses.  Most of the homeowners who were being asked… Read More

The Ultimate Win/Win: Sales Training vs. Mentoring

I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And… Read More

The Ultimate Sales and Service Secret!

I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”