sales coaching
Customers and rational behaviors
Too often, I’m in reviews with sales people whining, “The customer is irrational!”
You don't have as much time as you think
Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time.
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
Great selling Is “habit forming!”
I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.
How to win more sales the IKEA effect way
Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?
Data reveals the second biggest obstacle to closing more sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
