Empathy in Sales – Not to be confused with Sympathy
People llllooooovvvveee to talk about empathy in sales. Especially now! The topic of countless articles and podcast mentions. Empathy is the undisputed champion ability of top performers, right? But what is “empathy” really? If it’s so important, why...
Writing A Book – The Learning Curve (eBook Now Available – Proceeds to Charity)
It was early 2017, and I had a revelation: Transparency sells better than perfection. It’s why reviews, and namely negative reviews, help a product sell more when a website is acting as the salesperson. The same effect should work in the human-to-human,...
The History of Sales – Told 101 Years Ago
I read a lot of sales books – but not the ones you are probably thinking about; The sales books I read are 75-150 years old. I’m an addict. My collection is now up to twenty-nine such books (1879-1969), with most between 1909-1925. Plus, I have digital...
Trust: The Accelerant Coin In The Game of Sales
Over the weekend, I was sitting on the couch, catching up on my reading while my kids were playing the Nintendo Switch. I got to thinking…one of the things that makes the selling profession so much fun is how every engagement is a little different, and it’s like...