Looking Back with Gratitude
When we look around at all we are grateful for, we sometimes forget to spend a moment and show gratitude to ourselves. Some people interpret this to mean: be good to yourself. That may be how you show gratitude, but…
Inside Sales Credibility
If you don’t know Mitchell Levy’s idea of CPoP (because you know I love a great definition) The expression of one’s purpose (i.e. what they do and how they serve others) with clarity. Note that one’s CPoP will morph over…
Softening Statements
Have you ever asked a sales question that wasn’t received well? The person you asked may have: taken offense – been completely silent – gotten defensive. Softening Statementsbefore a questionblunt the sharp edgetake the harshness outdrops defensive feelings Softening statements at…
Ask More Questions on Timeframe – Priority – Commitment
thanks to Sarah Cashman for the picture October is known, at least among my friends, as the Month of Lynn (much to my husband’s eternal chagrin and disappointment). In part because Halloween is my favorite holiday.Last year I posted You’ve been…
Customer Focused Questions
A while ago (4 pairs of glasses or 2013 depending on how you measure time) I created a quick video reminder on the difference between: INTERNAL – sales bullpen questionsvs.Customer Focused Questions Regardless, if this is a reminder or the…
Communication is your responsibility! #pause
Have you ever fallen flat on your conversational back? The person you were speaking with may have: Given short answersNever been truly engagedGotten you quickly off the phone A conversation is an exchange of ideas between people. That means you have…
Routine vs. Unique
routine: of a commonplace or repetitious character: ORDINARY In sales, if you’re commonplace and ordinary it’s easy to ignore you. Here are three examples: Hearing or reading about a prospecting message THEN using it without putting your personality into it.Falling into…