Communication


Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome. I think of my early days as a customer service representative. It was amazing to me how I could quickly diffuse an angry customer situation simply by listening, acknowledging their pain and apologizing for the problem that occurred. by Barbara...

Read More

Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

Read More

Build a Relationship, Not Resistance


Posted By on Sep 7, 2016

In order to build a relationship and avoid creating resistance, make sure that your mindset going into the call is focused on two key things … by Colleen Francis As salespeople, we generally have between 4 and 30 seconds to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, by the end of these all-important first few seconds, the vast majority of salespeople leave their...

Read More

by Kendra Lee Most business professionals understand the value of a big, engaged following on Twitter. After all, the more people you’re able to reach, the more likely it is that you’ll start meaningful conversations and, over time, generate higher quality leads. Many people also assume that if they can’t build that kind of massive following, then it’s not worth investing a lot of energy in Twitter. That’s a mistake. And here’s why:...

Read More

By jumping ahead to the ease of the solution, Alex never helped the decision maker understand the value of making a change. As a result, interested prospects kept fizzling out, opting to stay with the status quo. by Jill Konrath, Author of Agile Selling At a recent conference, a sales rep was telling me about a deal he should have won. After hearing his story—I couldn’t help, but agree. He should have made the sale. Even worse,...

Read More

The “Other Kind of Smart”


Posted By on Mar 15, 2016

Emotion is the force that drives sales. When sales professionals invest the time to master the dynamic of human interaction, known as emotion—their income skyrockets and they close more sales. by: Liz Wendling Emotional Intelligence (EQ) is often called the “other kind of smart.” EQ is the ability to relate to people and maintain positive relationships. It is more than simply being emotional or controlling your emotions; it is about...

Read More