“Continuing is always easier than change.” This is something my coach and I discuss frequently. It’s probably the main reason I have a coach. We’ve all developed sales habits over time—habits that didn’t form overnight but over years. Many of…
Starting a conversation about the economy can be tricky, especially in uncertain times. Here’s a modern approach to guide your team in creating meaningful economic discussions with clients. Acknowledge the Challenges Help your team create openings that begin by recognizing…
LISTEN – SHARE – ASK Why is sharing part 3 if it’s in the middle of the diagram? Conversational Engineering for sales = taking the time to create space – moments – an environment that encourages prospects and customers to…
Forecast = understanding where business will come from today – tomorrow – next month – next quarter Forecasting is the backbone of understanding where your business will come. It’s not just about numbers—it’s about preparing your team to take the…
The most important way to have better conversations is to LISTEN & ask BETTER QUESTIONS. I talk with salespeople about the idea of Conversational Engineering all of the time. My definition for sales is taking the time to create space…
You may have see a day like this for a salesperson on your team: 1:47 PM this is a terrible day to reach people1:57 PM a human ACTUALLY answered2:31 PM YIPPEE an inbound call!!!! Before 1:57 PM they’re feeling discouraged,…
START listening to people, instead of listening for what you want to hear! I talk with salespeople about the idea of Conversational Engineering all of the time. My definition for sales is taking the time to create space – moments…