Barriers to Relationship Selling
Barriers to Relationship Selling How does one sell a relationship? And, if you figure out how to sell one, what should you charge for it? If your organization has reached a plateau or even backed off trying to create a sales culture, let’s take a few minutes and assess what may be getting in the […]Read more
Emotional Bank Account: An Advanced Course
Emotional Bank Account: An Advanced Course While teaching our Relationship Sales course recently I was brought up short when a student said, “Oh, that personal conversation, that’s the EBA part.” Of course I was pleased because this student, who was not a client of the firm, knew our jargon and could use it in a […]Read more
Let’s Eradicate Spray and Pray
Let’s Eradicate Spray and Pray I’m not taking about weed control in the garden! I’m referring to a sales technique that’s most often employed by well-intended but untrained employees who are trying very hard to do exactly what their employers have asked them to do—-SELL! These employees have their hearts in the right place. They […]Read more
Hanging Back From Prospect Calling?
Hanging Back From Prospect Calling? Is prospecting your Achilles’ heel or your team’s? Are you or your people pretty good at closing business once you or they get in front of a customer? You are not alone; this is a common concern of many managers and quite frankly many sales people in our business. […]Read more
How to be Coached
How to be Coached What are the chances that you, or perhaps your employees, have ever thought, “Gee, I wish the coaching sessions that I have with my boss were more useful and that I really got something out of it”? Here’s another possibility: “I wish I had someone who cared enough to provide […]Read more
How to Drain the Pity Pool and Why You Should
How to Drain the Pity Pool and Why You Should If you’ve been supervising for any length of time, you’ve noticed that people play games. There are patterns of behavior you’ll see over and over- we’ll call them “games” because indeed, they seemed to be group activities defined by specific, if unwritten, rules, […]Read more
Listen Your Way Into More Sales
Listen Your Way Into More Sales We often ask participants in our workshops to tell us what images are conjured up when we say the word “sales”. Please do it now. What did you think about? Frequently our workshop participants say things like “used cars”, “telemarketers”, “fast talkers”, “arm-twisters”. If you are successful in relationship […]Read more
What’s Sunday Night Like for Your Employees?
What’s Sunday Night Like for Your Employees? Do you remember your excitement and enthusiasm when you landed your first job—the anticipation of the promise it held? For a few, no matter how long we’ve been in the work force, there are still echoes of that excitement and enthusiasm. Work is rewarding, challenging, entertaining and we […]Read more
Why Should I Buy From You?
Why Should I Buy From You? by Liz Bowermaster, Director of Training Hey, we know you know your products and exactly how they work. We know you can talk about the importance of a balanced portfolio that’s managed in-line with risk tolerance, historical return on investment, the vital importance of non-emotional decision-making, blah, blah, blah, […]Read more
Eliminate Bad Sales Habits & Good Results Will Follow
Eliminate Bad Sales Habits & Good Results Will Follow “Habit” the dictionary tells us is: an acquired behavior pattern regularly followed until it has become almost involuntary: the habit of answering a business telephone within three rings. customary practice or use: asking about a client’s family. a particular practice, or custom: the habit of shaking […]Read more