Climbing MT SAMIE: Understanding the 7 core motivators behind all human behavior
Legendary sales guru Zig Ziglar once said that the most popular radio station in the world is WII FM, which stands for "what’s in it for me?" As sales professionals, …
Closing Practices Engineered to Sell More in Less Time
Here at Engage Selling, we continue to watch closely how the marketplace is changing. So much has happened in a short period, such that today is a really exciting time …
Connecting Emotionally: A vital way to build deeper, meaningful business relationships
It’s no secret that lasting success in sales, no matter what kind of market you’re working in, relies on building and maintaining long-term business relationships with your clients. Indeed, most …
Creating the Ultimate Vision for Ultimate Success
I’ve been thinking a lot lately about the importance of having a clear, compelling vision to get you past all of life’s challenges and obstacles. In fact, it prompted me …
Danger, Will Robinson! Beware of Classic Mistakes when Asking for Referrals
Referrals can be really powerful selling tools when used correctly and as part of a formalized plan. However, there’s a right way and a wrong way to ask for referrals. …
Debunking the Perfect Sales Process Myth: Three steps to help you to better meet the unique needs of every customer or prospect
“How do I build the perfect sales cycle or the perfect sales process?” I’m often asked this question and my answer tends to disappoint those who are looking for quick …
Digging Deeper for a Lasting Connection: The Client Engagement Process for Large Accounts
There are big changes taking place in the marketplace today in how to successfully manage large enterprise accounts. To think like a business person who sells—rather than a salesperson who …
Do your clients treat you the way you want to be treated?
Never underestimate how important personal responsibility can be in influencing our lives, and how much power it gives us to effect change. Remember this: we train and condition people to …
Don’t Count Time, Make Time Count
I often receive time management questions from sales reps. This week I thought I would provide you some of the best time management tips I have used to help stay …
Don’t Get Angry, Get Results
In the last issue of Engaging Ideas, we were discussing the fine line between offering an honest opinion, and being brutal with the truth. We also discovered how describing your …
Don’t Get Down – Get Better! What to do when you’re having a bad day
We’ve all had ’em. Days where everything that could go wrong, somehow does. Every sales call ends in a "no." Every meeting goes wrong, and it always seems to be …
Don’t Let Your Product Knowledge Kill Sales
In this age of "new and improved" and feature-rich products, the following statement always comes as a bit of a shock: The most technically or product proficient salespeople are, too …
