Cyber Monday Lessons For The B2B Salesperson
Today is a huge day for the salesperson-in-the-form-of-a-website. i.e., the online retailer. For you, the salesperson-in-the-form-of-a-human-being, there are lessons to learn from what they are getting right…and getting wrong today! I believe there are three big...
The Salesman’s Creed – circa 1905
Wednesday evening, I sat on the couch with Salesmanship Magazine from 1905. And there it was…”The Salesman’s Creed”. Being a nerd like I am, I excitedly told my wife, who, needless to say, wasn’t as excited about this find as I was. I...
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...