Cultivating the Serving Mindset
SmithMM1 While it may seem odd, adopting a serving mindset can be incredibly helpful in sales. It can not only help you set yourself apart from others, but it can also…
SmithMM1
Improvisation in Sales
In sales you will inevitably need to improvise now and then. It may seem strange, but there are actually a few rules to great improvisation. This may sounds strange since…
No seagulls in the Picture
In sales it is absolutely crucial to see things from the client’s perspective. If you are too controlling you may end up painting a seagull in your prospect’s picture. Basically,…
Getting to a Key Decision Maker
One of the most important things to do in the sales process is to make sure you get to the key decision maker. Nothing is worse than getting through a…
Buoyancy in Sales
We’ve been discussing buoyancy in sales quite a bit lately. Pink defines buoyancy as learning how to stay afloat amid the ocean of rejection. Moving forward and finding the ability…
Selling Ain’t Telling, Asking Is
Selling ain’t telling, asking is. This is rule #14 from Mattson. This is a key concept in trying to figure out what problem your prospect is having. After all, if…
Conversation Starters for Sales
Starting conversations with someone you don’t know can be a daunting task. Even extroverted folks who enjoy meeting new people can have a hard time with this. We talked in…
How Being an Ambivert can be Great for Sales
Today we discussed ambiverts and how they are often a great balance in sales. I have heard of the term ambivert before, but I appreciated reading that being an ambivert…
The New ABC’s
The ABC’s of selling used to mean this: Always Be Closing. Thus, sales used to be all about drive, persuasion, and persistence. Pink says this model is now outdated. His…
How Empathy is Key in Sales
If you’ve ever seen the show Suits you know that Mike Ross and Harvey Specter are pretty much gods when it comes to selling. Sure, they don’t sell flooring or…