Most of us don’t have the luxury of choosing who we work with and, unfortunately, not everyone can be trusted. You already know this, and you probably learned it the hard way like the rest of us. There is no magic wand that you can wave over people to make them more trustworthy. What’s baffling...
Category: Sales Coaching
Why Salespeople Struggle with Trust
Salespeople tend to be either the most undermanaged or overmanaged people in the entire company. In some ways, this makes sense because their roles and responsibilities require a lot of autonomy, judgment, and duties that are executed outside the view of management. Naturally, there are bound to be trust issues from both salespeople and management....
Do Blind Squirrels Find Nuts?
You have all heard the phrase, “Sooner or later a blind squirrel finds a nut” and we are all amused (or pretend to be anyway). I ask you, when have you ever seen a blind squirrel find a nut? For that matter, when have you ever seen a blind squirrel? Chances are slim to none....
Sales Suffering From Home Run Syndrome?
If a baseball player doesn’t hit a home run every time he steps up to bat, then what was the point of the swing? That’s a silly question for a number of reasons, but sometimes we adopt this mentality in sales. It’s called Home Run Syndrome. If we are not great every time we try,...
How To Have Tough Conversations About Sales Performance
Did you ever put off a tough conversation with a salesperson because you weren’t sure what you should say? Or maybe you were concerned about upsetting them and you don’t particularly like to be confrontational. What if they respond back with something you weren’t expecting or capable of addressing? Perhaps they might even try...
B2B Cold Calling Made Easy
Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they do, they don’t know how to use it. Many salespeople like to think that emails were the long-awaited coffin nail for actually picking up the...
How To Deliver Bad News To Your Customer
Salespeople hate to deliver bad news. I mean – really hate it. Of course, no one wants to be the bad guy when it comes to customers, but salespeople especially hate it. Why? Because much of their career is based upon being liked and it isn’t easy to get someone to like you when you...
The Customer Is Really Mad! Now What? (The Intensity Reduction Method)
Today was supposed to be an easy day. You’re caught up on most of your work and if all goes well, you might even get to duck out of the office a little early. Then all of the sudden, you get a message from a customer that you weren’t expecting, and the clouds of despair...
CHOPPED For Change: A Sales Culture Makeover
Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on ourselves. In fact, for salespeople, we are doing our best to hide our stress, but our body language gives us away. Our jaws stay clenched....
When Clients Go Silent – The Capitulation Method
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales,...