It’s that time of year again. Sales leaders are starting to finalize their plans for the January 2012 kickoff events and most believe that a key element of each year’s festivities is a keynote speaker.
Category Archives: Sales Training
HBR says: “Relationship Selling is Dead”
It seems unimaginable that a respectable resource like the Harvard Business Review could possibly argue that relationship selling is dead. After all, haven’t sales experts since the dawn of man told us that relationships are everything – i.e. people buy from people they like.
Did Your Last Keynote Speaker Have a Lasting Impact?
Every year you (or your meeting planning team) search for a great speaker for your sales kickoff meeting that will really get your team motivated for the new year (especially when your goals have increased by 20%!). You’ve had the guy who climbed Mt Everest who talked about overcoming challenges. You’ve hired the disabled person who has run 27 marathons and talks about perseverance. You’ve even had the comedian visit to get the troops to laugh and hope they forget about the price increases they have to deliver to clients and the quota increases that likely mean they will earn 25% less than they did last year.
Do Your Worst Sales People Know What Your Best Sales People Do Right?
If not, they should! I have worked with (and for) a number of sales organizations in the past 30 years and I am struck by how few of them have taken the time and effort to define the optimum sales process steps that their most successful sales people employ and the activities within these steps that […]
Questions are More Impactful Than Answers
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).