Many sales people and organizations are always looking for ways to differentiate themselves and impress buyers, in the process they sometimes reach further than they have to, and risk having the opposite effect to the one they intended. One method used by many is accentuating the size of or the degree to which their product [...]
A Guest Post By Trevor Stevens
I love extreme sports, extreme travel and extreme radio. Late in the night, I listen to those coast-to-coast syndicated programs where everything is either a government conspiracy or a supernatural phenomenon. I love those freaks; they make me feel so normal and centered, and at times provide just the excuse [...]
Sometime watching sales people in action is like watching a tennis match; prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good [...]
“The single biggest problem in communication is the illusion that it has taken place.”
George Bernard Shaw
While George may have been speaking of things other than sales, he certainly has captured one of the potential fallacies of sales in general and specifically aspects of Sales 2.0 and social media site/tools commonly used by sellers. Let me [...]
A staple of sales training is listening, active listening (I always picture a sprinter, or the kid next door with ADHD), listening from the heart, all kind of listening; even I wrote a piece on “In Listening”. But most often this advice falls on deaf ears, partly because many of the people delivering the message [...]
