Building Rapport: Style Before Substance
Over 90% of a sales dialogue is interpreted through non-verbal communication. This includes facial expressions, physiology, and body language or positioning. But, it also includes your tone of voice, and …
Building Your Personal Philosophy for Success
Throughout my career as a sales person and as a sales trainer, I’ve noticed that the top 10% of professionals in this field all share a passion for what they …
Call Me Back Next Month! Putting an End to the End-of-Quarter Blues
Seeing as this is the end of another calendar quarter, I suspect many of you may be feeling what I like to call the “end-of-quarter blues.” On the one side, …
Can’t Get No Satisfaction? Be interesting and show interest in others
In sales, it can be tempting to think about your existing customers as loyal and satisfied, simply by virtue of the fact that they’re doing business with you more than …
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 …
