Clinical Empathy – Where Doctor & Selling Skills Collide
Have you heard this comparison before? Salespeople are a lot like doctors. You uncover pain – doing so through thoughtful discovery and listening. You prescribe a potential solution to their pain based on your diagnosis. The client is looking for a remedy....
Transparency: As close to a sales elixir as I can find…
Transparency sells better than perfection. Yes – I’m biased. I know there’s no silver bullet, but I wake up every day thinking this idea of leading with transparency is as close to one as it gets. The behavioral science says so. There’s a reason why we all read...
Should Sales Education Start In College? It did, it left, and now it’s back!
Should Sales Education Start In College? It did, it left, and now it’s back! Friday night, while my kids were building towers on Minecraft, I was reading a magazine. It wasn’t just any magazine. It was the entire 1904 stack of Salesmanship Magazine. In it,...
Trust me! By saying “Trust Me”, you’re making it worse
When I first began dating my wife, here was the conversation between her and her sister: “What does he do?”, her sister asked. “He’s in sales”, my wife responded. “Ewww. Gross.” Those we are meeting with for the first time...