Tag Archives: selling

The Hidden Signal of Influence in Conversations

How can we detect how much influence we’re having in a conversation? This would be important to know when negotiating a salary, making a sales pitch, or trying to get a promotion. We’re learning that social signals — barely perceptible communication behaviors — between people are key to understanding influence. Social scientists are beginning to […]
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Sales Success: Set Yourself Up

The problem with most sales books is that they focus solely on what to say once you are in front of the prospect. That’s not half as important as what goes on before you even set up the meeting. There’s a smart way to set yourself up for sales success. The first steps in organizing […]
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Sales Communications:
How to Conquer a Bad Sales Habit

When you’re talking with customers, which of the 16 bad sales habits do you commit? Do you fall into the traps of failing to be fully present? Selling past the close? Selective hearing? It’s never easy to create a new habit, but it may be easier to stop a bad one. Here’s the secret: Don’t […]
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16 Bad Sales Habits

Marshall Goldsmith, Don Brown and Bill Hawkins in What Got You Here Won’t Get You There in Sales!: How Successful Salespeople Take It to the Next Level, (McGraw-Hill, 2011), identify 16 bad sales habits that severely damage a customer’s sales experience. Eliminating even one or two can profoundly improve your sales and influencing abilities. Failure […]
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Customer Communications
and the Empathy Deficit

Have you ever wondered why some people seem naturally quite good at sales and communications, while others struggle? It has a lot to do with the way our brains are wired. In fact, the quality of your customer communications depends on your ability to show empathy. We innately connect with others, both emotionally and physiologically, […]
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The Customer Experience:
Not What It Used to Be

Leaders seem to forget that their human assets make or break a customer’s experience. “Interpersonal interaction, though sometimes not the top reason for making a purchase, is almost always the reason for not repurchasing.” ~ Marshall Goldsmith, Don Brown and Bill Hawkins, What Got You Here Won’t Get You There in Sales!: How Successful Salespeople […]
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Mapping Your Sales Preparation: Gather Info

In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the […]
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Selling Is NOT Accidental – Visual Tips

In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not because I want to flog more books, although that’s always fun to hear someone’s bought it. My main motivation, however, is this: I’ve […]
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How to Prepare for Selling: 3 Really Tough Tips

What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes a lot easier: be visible, ask your target market, reach out, and be easy to find. These next tips are harder to implement […]
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2 Tips to Prepare for Good Sales

What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips: Be visible, volunteer and get involved in industry activities; write a column Ask your target market questions Here are two more of my tips from the book […]
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