Know Your Path
Some days, leadership is knowing you do know the path to the next mountain top – even if you’re not ready to climb it quite yet.
STOP thinking it’s about you…
The reasons a prospect isn’t calling you back, customers choose another supplier, you’re ghosted after sending the proposal – are all about THEM, their organization, whatever is important in their world – at that moment. Yes, REALLY. STOP thinking it’s…
Sole Source vs. Last Look
STOP telling your team to ask for last look!INSTEAD have them work to be the sole source. I was in a sales meeting where a manager was telling the team “make sure you ask for last look when you’re going…
Get Everyone to Think Together
Recently I was in a sales conversation where there were multiple people from two different companies brainstorming. I say brainstorming because it was a fantastic conversation where both groups shared ideas, asked insightful questions, and were engaged through-out. Which got…
BURSTfocus® LISTENING
Today’s tip on improving your sales results is to leverage BURSTfocus® techniques for LISTENING in your sales conversations. Paying attention will skyrocket your success! Listening takes mental effort and attention. Let’s face it, that is HARD WORK. So this week…
they know when you’re NOT listening
I’m sure you think people don’t notice when you’re NOT listening… you’re wrong, they know. Think about a time in your recent conversations when you knew the other person wasn’t listening – if you knew… they know when you’re not…
listening will change your conversations
More than any question or piece of information you share – listening will change your conversations… dare I say transform them! I am always amazed at: what you can learn how people’s ideas change the amount of trust that is…