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Posts Tagged "communication"


How to Save a Sales Call!


Posted By on Jun 28, 2017

After a great launch, the next step is the interview step to discover the customer’s before and after state, along with the risk and rewards to take any action to gain the after state. Often reps ‘hear’ something early in the conversation as the customer is describing their before and after state and bam… they move right to solution. by Alice Kemper Anxiety sets in as soon as a sales call isn’t going the way the rep expects. The rep’s...

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It is amazing how focusing on the positive will shift people’s thoughts, attitude and behavior. by Alice Kemper I just received a phone call from someone I met in the summer at a Bar-B-Q. Quite honestly, I had forgotten about this particular conversation until the phone call today. You see, I had given this person a personal challenge and asked him to try it for 3 weeks and let me know if there was a difference. John approached me as...

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When you find yourself getting emotionally charged during a sales conversation, it’s because of the story you are telling yourself about the prospect. by Colleen Stanley Emotion management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has asked, “Did I really say that?” or “Why didn’t I say that?” The salesperson has just experienced the knowing-and-doing gap. They know what to say, but...

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Words are mighty and the key to our success in communication, leading, and coaching our team. Even our seemingly little words can have a huge impact. by Nancy Bleeke Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say … and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that...

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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...

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