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LIFE AS A WOMAN IN SALES – ELINOR STUTZ

Women_In_Sales_1_-_358_shadow“A woman can never sell as well as a man. They’re not built for it.”

That’s the kind of thing I heard a lot of back in the 1980s & 90s. Here are a few other lines I recall hearing on a very regular basis from men at conferences, happy hours and in other conversations:

  • “They’re too emotional. They can’t handle the pressure of this job the way we can.”
  • “They’re too relational for their own good. It’s the product that sells itself.”
  • “Who even wants to buy products or services from a woman? A buyer won’t trust a woman selling our product.”

Cringe worthy words to read for most of us. There has been some improvement in our industry over the past decade or so but, unfortunately, sexism is still alive and well in the business of sales.

Even in my early days, I clearly knew many of the female sales professionls around me could help me improve in my skill set, and they did. I wasn’t afraid to seek out their thoughts on a variety of topics and I became better for it.

I believe quite a few other men with whom I worked felt the same, but the majority of them wouldn’t admit it.

We now know better that, for buyers, buying is emotional, buying is personal, so buying should be relational. Today, a lot of men are paying good money to receive training from female sales coaches/consultants who’ve known all along the importance of emotions and relationships when selling to a buyer.

With that said, I read a captivating blog post last week about a woman many of us have heard of who began her career in sales in the 90s and wildly succeeded in sales despite the prevailing [strong] prejudice against women in sales at that time, and even through this present day.

Freelance content manager, Huffington Post blogger [and an ENTP, for all of you personality test aficionados] Debra Carpenter(@hello_itsdeb for @hirevuesales) recently sat down with Elinor Stutz (@smoothsale) who shared her remarkable story of her days starting off in the sales industry a couple decades ago.

The post is called: “Elinor Stutz Opens Up About Life as a Woman in Sales.”

Whether you’re a woman or a man, this tale is worth reading because so many of the pillars of selling Stutz believed [and still believes] in are accepted best practices in sales today. Elinor was ahead of the game and she persevered through it all despite the persistent opposition from colleagues and management.

We can all learn more about the importance of trusting what you know to be true to persist in tough sales stretches.

Here are a few quotes from the post:

“It’s not about selling the first sale. The ultimate picture, which is much more rewarding, is repeat business, referrals, and testimonials. That’s what I call the ‘smooth sale.’ You don’t have to worry about it anymore. You deliver what you promised, and they’re so happy with the customer service, they keep calling you back and for more enhanced services.”

…and this one:

“Men burst out laughing, ‘How could a woman possibly know anything about sales?'”

…and this one:

“I’m very calm when you meet me, I’m not aggressive, I don’t boast about myself. It’s almost like the opposite of the image most people hold of a salesperson. I’m from the older generation, taught to be very polite and not boast, and ask people about themselves.”

Debra’s focus on the Accelerate Blog is to tell the stories of women sales professionals (read them all here). There’s been a void, and a need, for these stories to be told. They serve numerous important purposes, and I was really pleased to find her writing on this topic.

If you haven’t clicked over to Carpenter’s post, please do so now, then pass it along to the rest of your sales team with your thoughts on the story of Elinor Stutz, who now is a bonafide sales leader in the industry.

Kudos to Debra Carpenter for telling this story so effectively.

QUESTION: Who do you know, a woman, who’s persevered in the industry despite prejudicial treatment from colleagues and/or management? Tell us about her in 140 characters or less, and tag me: @SalesExecutiveX.

Let’s talk about it…

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HOW TO OVERCOME ANY SALES OBJECTION ::: FSG LINKS

Success_3_-_352_shadowThis week’s list of links is all about helping you overcome those pesky sales objections you hear every day. You already have some techniques, but what do your successful peers do in those same situations?

As you read the following blog posts from these sales experts, look for things they’re doing that you should try, as well as elements that are common among all of them.

Find something new to try, then try it. You may discover something incredibly effective…even if it’s a small change to what you’re already doing.

Always. Be. Learning.

Return to our blog daily and be sure to visit here every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

RESOURCES FOR OVERCOMING SALES OBJECTIONS :::

tom_hopkins_150x150Tom Hopkins Blog
15 Keys to Handling Objections
It’s no surprise speaker, sales expert & author Tom Hopkins (@TomHopkinsSales) has such a useful resource like this one to help sales professionals of all experience levels effectively overcome sales objections.

KEY QUOTE: “Keep the potential client separate from the objection. Objections are necessary feedback to tell you where you need to direct your presentation. It’s very easy to “hit ‘em hard” and in doing so unintentionally “rough up” your customer. Be sensitive to their feelings. Remember, buying is an emotional process, not a logical one. You can win all the logical battles and still lose the emotional war.”

Apply these keys one at a time to ensure you’re installing them into your skill set properly. Then, they’ll be at your disposal at any point moving forward. #applyandthrive

[Reading Time: 4:30]

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Colleen_Francis_150x150-1EngageSelling.com
Five Great Ways to Send Your Sales Skyrocketing
Sales expert, founder and president of Engage Selling Solutions, Colleen Francis (@EngageColleen) wrote an excellent article not full of tactics for a list of common objections. Instead, she gives us sales coaching concerning the overall topic of how to skillfully overcome sales objections of all kinds.

KEY QUOTE: “There’s no excuse for you to not know what these objections are and there’s no excuse for you to be unprepared when you hear an objection that you’ve heard many times before. For instance, if you know that your services or products are among the most expensive in the marketplace, raise that with your prospect right away. For example, you can say: ‘It’s important for you to know that we’re not going to be the cheapest product/service out there…how do you feel about that?'”

Be sure to also check out Colleen’s page of links to other articles of hers containing some extremely valuable coaching, on sales objections, and many other topics of interest.  #dontmissthisone

[Reading Time: 6:00]

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Genie_Parker_120x120Inside Sales Blog
Black Belt Techniques to Combat the 6 Most Common Sales Objections
Blogger for @vanillasoft Genie Parker puts her 30+ years in sales and marketing [with a phone sales emphasis] into use for our benefit. She tackles 6 common sales objections head-on. Compare her strategies and responses for each objection with your typical responses and see what you can learn and try on your next sales call.

KEY QUOTE: “Think about it this way, if the prospect didn’t have any objections and just hung up, you wouldn’t have any chance of getting the deal.”

Watch closely how your peers get from “Hello” to success. We have a lot to learn from each other.  #salesdojo

[Reading Time: 3:00]

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Anthony_Iannarino_147_shadowThe Sales Blog
Your Prospects Don’t Need More Time
As William Penn put it: “Time is what we want most, but what we use worst.” International speaker, author, and sales leader [and known agitator] Anthony Iannarino (@iannarino) tackles one common sales objection in this recent post: “We need more time to think it over.”

KEY QUOTE: “Your prospects might need a lot of things, but time isn’t one of them. Time doesn’t do anything except relentlessly tick away. And often it takes your opportunity and the change your prospect needs with it.
What your prospects need is help. Specifically from a professional.”

Be that professional giving them the professional help they need to get to the solutions they’re seeking.  #seizethemoment

[Reading Time: 1:30]

>>  Read past Friday Sales Growth Links posts <<

 

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5 SALES BLOGS YOU NEED TO READ THIS MONTH: AUGUST 2015

Blogging_385_shadowWhen it comes to researching current sales strategies and trends, there’s no need to reinvent the wheel – other sales professionals have already paved the way, and many are generous about sharing their expertise.

Why expend your own precious time and energy when you can easily fast-forward your experience by learning from the trials and successes of others?

The following blogs are our choices for this month’s highlighted sales blogs. They offer useful information on trending topics, as well as tried-and-true strategies for improving your sales approach and client interactions:

Anthony_Iannarino_147_shadowS. Anthony Iannarino
Anthony Iannarino is an international speaker, author, and sales leader.He posts daily sales tips and insights to The Sales Blog, and runs a boutique sales coaching and consulting firm, focused on helping salespeople and sales organizations grow, develop, and reach their full potential.
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Keith_Rosen_108_shadowKeith Rosen
A globally-recognized authority on executive sales coaching, leadership, and training, Keith is the CEO of Profit Builders. He was named one of the “Best Sales Training and Coaching Companies” worldwide for the last four consecutive years by Selling Power magazine.Rosen has written several best sellers on time management, cold calling, and closing sales, including the globally acclaimed Coaching Salespeople into Sales Champions.His blog focuses on developing and retaining top talent, winning more sales, and maintaining a competitive edge through excellent training and coaching.
Blog: KeithRosen.com/blog/
Twitter: @KeithRosen
Learn More: Keith Rosen
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Linda_Richardson_147x147_shadowLinda Richardson
Linda Richardson is the founder of Richardson, and the best-selling author of several books, including her latest bestseller, Changing the Sales Conversation.She has won numerous awards and accolades, including recognition by Top Sales World as a leading sales and marketing influencer.A previous advocate for Consultative Selling, her blog focuses on helping salespeople effectively engage prospects by adapting to changes in client needs, as well as encouraging active participation in need-based dialogues.
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David_A_Brock_150_sgadowDavid A. Brock
David Brock has been recognized as one of the best coaches in the world, having coached 100’s of CEO’s, C-Level Executives, individual contributors, and teams.Brock is known for his direct, pragmatic and focused approach – and his blog is no different. His posts and podcasts are intended to challenge sales teams and individuals to achieve levels of excellence they never thought possible.
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Heather_R_Morgan_147_shadowHeather R. Morgan
Heather R. Morgan, founder and CEO of SalesFolk, blogs for her organization, and she is one of the best copywriters in the industry. Her blog focuses on creating relevant and engaging written content, and is both entertaining and informative.Geared toward both sales professionals and marketing copywriters, her words will benefit anyone seeking to improve their formal prospecting and sales communications.


QUESTION:
 Which blogs, other than your own [if you have one], are you especially enjoying this month?

For more information on streamlining your sales process, improving communications, and boosting your bottom line – contact the experts at SalesFitRX, today!

 

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IS THIS YOUR SALES PROSPECTING BLIND SPOT?

Blind_Spot_360_shadowIf you don’t know what you can’t see, how do you know it’s not an opportunity for significant growth?

Even with our best efforts to cover all of the known blind spots in our career effectiveness and growth, there are invariably a few spots we’re missing.

I wonder about this for you: Do you believe you’ve maxed out your personal potential for prospecting and social selling work on Twitter?

Most likely you don’t believe that, but sometimes what we really need is a single nugget of understanding in a small aspect of a larger area of interest such as prospecting or social selling. The right nugget can make a significant improvement in your effectiveness.

That’s exactly what I’ve found for many of you today.

Marketing and Social Media Manager for @AliceHeiman [and festival enthusiast] Sabra Rubinstein (@SabraRubinstein) recently wrote her first blog post for AliceHeiman.com and she nailed it. She titled it: “The Simple Secret to Prospecting with Twitter.”

I’ll go ahead and share her secret with you, but I’ll leave the What, the Why, and the How to her excellent post.

The secret is this: Twitter Lists.

Most of you and your fellow sales professionals are not presently using Twitter Lists at all. For those who are using them, the majority of you are not yet making the most of them.

I especially liked how this post:

  1. Defined the pain point
  2. Explained what Twitter Lists are
  3. Why Twitter Lists should be important to you
  4. How the post gave clear application
  5. That the post offers supporting media (the video) to learn how to create a Twitter List; especially for visual learners

It’s really a complete post, and is an excellent resource to bookmark and share with your colleagues. I highly recommend reading it right now.

@AliceHeiman: You have a budding all-star in Sabra. She hit a home run in her first plate appearance.

[Reading Time 3:00 minutes]
[Video Length: 1:32 minutes]


QUESTION: What other potential prospecting blind spot may be out there that you’ve become stronger in that you’d recommend to other sales professionals?

Let’s talk about it…

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DON’T MISS THESE SALES CONFERENCES REMAINING IN 2015

Dreamforce_350x350Sales conferences are an excellent opportunity for professionals to network and generate new business, as well as sharpen their techniques by staying up-to-date on the best practices.

Conferences host brilliant minds and industry leaders to share their successes and present showcases about new innovations that change the way salespeople do business.

We understand that salespeople are pressed for time, so we’ve created a list below of great conferences with plenty of opportunities to learn and network (listed in chronological order):

  • Dreamforce
    Dreamforce (@Dreamforce) is hosted by Salesforce, to bring together innovation leaders and industry pioneers to San Francisco, CA from September 15th – 18th. The #DF15 conference focuses on the latest consumer trends and technological innovations to help your company increase sales. Dreamforce also hosts classes and certification exams for Salesforce and networking events like a Foo Fighters concert.Keynote speakers include Chariman & CEO of Salesforce Marc Benioff (@Benioff), CEO of Microsoft Satya Nadella(@SatyaNadella), CEO of Western Union Hikmet Ersek (@WesternUnionCEO) and other notable speakers to discuss how they use sales technologies to better connect with their customers. With so many industry giants at one event, Dreamforce is definitely a must-attend event.

  • Sales Stack 2015
    Sales Stack 2015 (@saleshackerconf) is a “tech conference for B2B Salespeople” in San Francisco, CA starting November 10th. The conference will host over 60 vendors and 1,000 salespeople, making it one of the largest of its kind. The inaugural #Salesstack15 conference bundles practical industry knowledge with a technology expo showcasing the best sales tools, platforms, and services in the market.Speakers include founder and president of InsideSales.com Ken Krogue (@KenKrogue) and CEO of A Sales Guy, Inc. Jim Keenan (@asalesguy), as well as other industry leaders to share their executive expertise. The agenda also includes workshops led by B2B professionals for sales teams, such as target list building using TAM & ICP and outbound messaging and cadence method.
  • Sales 2.0 Conference 2015
    The Sales 2.0 Conference (@sales20conf) is an event series devoted to helping executives in sales and marketing learn to better leverage Sales 2.0 technologies and strategies for improved sales performance. Selling Power (@SellingPowerMag) host 3 events a year with their final Sales 2.0 Leadership Conference in Philadelphia, PA on November 16th.

    Patricia Fripp
     (@PFripp) is this year’s keynote speaker at the #s20c conference. Patricia Fripp is a Hall of Fame award-winning speaker, sales presentation skills trainer, and executive speech coach, trusted by clients such as Microsoft, ADP, Visa, and Genentech. Other events include discussions on improving sales team efficiency and classes on interpreting sales analytics.
  • AA-ISP Inside Sales Leadership Summit 2016
    The 8th annual AA-ISP Inside Sales Leadership Summit (@AA_ISP) is taking place in Rosemont, IL on April 20th and 21st, 2016 with over 50 new presentations from respected Sales Experts and more than 600 professionals in attendance. This year’s Leadership Summit will take on a variety of topics, such as managing virtual teams, social selling, top trends impacting sales, and modern sales analytical models.Last year’s keynote speaker was long-time sales veteran and current CEO for MobileDay, Howard Diamond (@hsdiamond). Howard discussed the long held sales belief that sales is about relationships. Leaders within any industry understand that their sales teams are selling to people with unique needs looking to be met.Next year’s conference promises to be even bigger with more workshops and networking events leading up to the summit. To follow event updates, use the hashtag #LS2016 on twitter.

Stay up-to-date and have a good time doing it by attending a sales conference! Expanding your network and learning techniques that work is a great investment for any professional.

 

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HOW TO GET SALES PROSPECTS TO OPEN YOUR EMAILS

Email_4_-_349_shadowWould you open the prospecting emails you’re presently sending to others?

I recently looked back some of my prospecting emails over the years. I cringed. It’s not that all of them were so bad, but there certainly were a few approaches I tried I wouldn’t want anyone to ever read.

With those silent echoes rattling around my head, I took a bit to time to find a solid resource to pass on to you today.

Known as “The Sales Hunter,” keynote speaker, best-selling author, award-winning blogger Mark Hunter (@thesaleshunter) created a post a little while back titled: “6 Ways to Get Prospects to Open Your Emails.”

It’s the next blog post you need to read.

Hunter begins with an important question:

Ask yourself this question: “Do I read emails I receive from people I don’t know?”

You likely open some of them, but not the majority of them. What percentage of email messages do you open from perfect strangers who, you know, want to sell you something?

The pinnacle of this post occurs when The Sales Hunter gives us an example email he recommends (later in the post, where it belongs). It follows the 6 elements Hunter lays out for us in his post.

I especially like recommendation #2:

2. Never start the email introducing yourself and extolling all kinds of fluffy talk.

This goes against a lot of what I see in emails I receive on a weekly basis, but it’s right. Why, you ask?

Sorry, those days are gone. The person receiving the email may very well be viewing it on a smartphone, which means they’re going to decide whether to read or delete based on the first 5 or 6 words. Don’t waste words. Make the first sentence be about something that’s going to grab their attention.

To get the other 5 recommendations, along with a read of the email that brings it all together, click to read Mark Hunter’s postnow.

BONUS: Mark Hunter has some other excellent posts on the topic of prospecting. Here are a few I recommend reading:

[Reading Time of Hunter’s Post: 3:00]

QUESTION: What additional cold email trick have you tried with continued success?

Let’s talk about it…

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[RESEARCH] EXCEED YOUR SALES GOALS THROUGH THESE SMALL STEPS

Blog_-_Small_Steps_4-13-15_small_shadowThere are a lot of researchers out there researching a lot of things. Did you know there’s been quite a bit of research into why certain songs get stuck in your head more than others?

Those songs (a.k.a. earworms) have nothing to do with this post. I promise.

What I would like to share with you comes out of some helpful research performed at Wharton (“The Small Steps That Have a Big Impact on Achieving Goals“). Although this study is not about sales per se, there are some excellent elements we can extract and apply to the work we do in sales every day.

In the video embedded below, listen to Katherine Milkman discuss the examples of how using prompts [or nudging] and bundling can help you bring about new and healthy patterns in your life in relatively painless ways:

One of the key takeaways is explained well in this portion of the article:

The key takeaways are a number of tools that you can use to try to help yourself or help others follow through on their goals. One key takeaway is that whenever you want to help somebody follow through on a goal, one thing you should do is actually prompt them to think about exactly when and where and how they will accomplish that goal.
By prompting them to think through those things, even if they do it privately and don’t ever tell you their plans, you can help them reduce the likelihood that they will actually forget to follow through because now there is this cue embedded in their memory that is going to trigger the recollection, “Oh, this is when I’m supposed to … this is the moment I said I’d do it.

By scheduling these nudges, or when we assign reminders to specific objects or events, we can be far more effective in making positive changes in the work we do and in the life we live apart from the office.

The other takeaways are also worth reading and finding application moments in your life to bring about goal achievement at the office, at home or anywhere else you want to grow more into the person you’ve always desired to become.

QUESTION ::: What do you want to change in your life? Considering these finding, how can you plan small steps to change and grow in the right direction? …and what song is currently stuck in your head?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

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SOCIAL SELLING RESOURCES FOR BUSY SALES PROFESSIONALS ::: FSG LINKS

Social_Selling_5_-_361_shadowThis week’s list of links focuses solely on social selling (a.k.a. social sales, social media sales, or that social media thing I need to do more effectively).

Return to our blog daily and be sure to visit here every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

SOCIAL SELLING RESOURCES :::


jorgen_117x117_shadowLink Humans Blog

How to Master Social Selling with Tim Hughes of Oracle
I discovered this at @SocialSalesLnge: Director [and “Lord of the Dance”] at @linkhumansJörgen Sundberg(@jorgensundberg) , recently recorded an extremely interesting interview with social selling expert Timothy Hughes (@timothy_hughes). I really like that you can take in the content via the 25-minute-long podcast, by reading an abridged transcript of the conversation, or by getting the highlights via the embedded SlideShare presentation (only 13 slides)…all through the link above.

KEY QUOTE: [There are a few dozen key moments I could choose from this podcast; I cannot merely choose one.]

If necessary, play the podcast in the background while you’re working. Just make sure you take it in somehow, then share it with a colleague. #goldmine

[Reading Time: 10:00+]
[Podcast Listening Time: 24:55]

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Henry_Nothhaft_Jr_115x115_shadowGIGAOM Research

From Likes to Leads: The New Metrics For B2B Social Selling
Founder and CEO of @trapit,  Henry Nothhaft Jr. (@henryhank) put together this timely article. My favorite section is in the second half of the piece when the author lists bullet points about “what skills and understanding the new social seller will require.”

KEY QUOTE: “The companies that are realizing this new marketing and sales overlap now, and genuinely fostering the authenticity of those social efforts and relationships, are positioned to lead this new channel. And those companies will be the ones to define the terms and metrics for success as social selling rapidly evolves.”

Effective and sustained social selling doesn’t happen by dumb luck. You need to intentionally grow in the various tactics making up this trend [which currently has no end in sight]. #leadthesocialsellingcharge

[Reading Time: 6:00]

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Emma_Snider_115x115_shadowHubSpot Sales Blog

The 15 Worst Twitter Blunders Salespeople Make
HubSpot Sales Blog writer, runner, dancer [and podcast addict] Emma Snider (@emmajs24) is back in my list of links with this valuable list every social seller needs to review.

KEY QUOTE: “Overwhelming to some and essential to others, Twitter has become a valuable sales tool on which to engage prospects, research industries, and keep up with relevant news. In fact, a recent study showed that more salespeople use Twitter in their daily processes than do LinkedIn.”

Don’t spend all of your time on LinkedIn [as great as it is] when Twitter can also be panned for prospecting gold. #dontblundertoday

[Reading Time: 5:00]

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Jose_Sanchez_115x115_shadowSales for Life Blog

[Infographic] How To Prospect On LinkedIn In 20 Minutes A Day
Director of Marketing at @mysales4lifeJose Sanchez, highlights some easy and effective ways to slim down the time you spend doing social selling activities on LinkedIn each day.

KEY QUOTE: “Your LinkedIn success does not depend on the exact amount of time you spend on the platform. The key is how you spend your time and the quality of your network and Groups.”

Make the most of your time, all of the time. #makeitcount

[Reading Time: 1:30]

>>  Read past posts about Social Selling  <<

>>  Read past Friday Sales Growth Links posts <<

 

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THE 10 COMMANDMENTS OF SAAS SALES

10_Commandments_368_shadowWhen lessons learned come together with industry best practices, I feel comfortable referring to recommendations like these as commandments.

There’s far too much re-creating of the wheel in the sales industry. Granted, it exists in epidemic levels in any industry, but some of the details are unique to the span of the entire sales arena (SaaS, B2B, B2C, et al).

I enjoy discovering collections of recommendations based in proven success. When it was recently suggested to me that I check out a blog post titled, The 10 Most Valuable SaaS Lessons From Lincoln Murphy,” I went back to that person, after reading this post, to thank them again for making me aware of this valuable resource.

I’m quite confident you will not regret taking a few minutes to read this post. You’ll walk aware with multiple actionable steps you can begin to put into place this week.

Content Marketing Manager, host of the Million Dollar Insights podcast [and rock climber] Cara Hogan (@CaraHogan27), at @InsightSquared, recently sat down with writer and consultant Lincoln Murphy (@lincolnmurphy) and wrote this timely blog post.

Hogan proves Murphy’s know-how when it comes to SaaS sales throughout the post, and

“Murphy understands that the key to keeping customers is providing a valuable product at a great price, and continuing to produce results no matter what. With valuable insights into how customers think, and how SaaS businesses should be run, Lincoln Murphy has the blueprint to SaaS success.”

The post is written with each commandment, or “lessons” as Hogan calls them, having a single paragraph of explanation. It’s the perfect amount of description needed without going on any longer than needed. Think: concentrated wisdom (the best kind to discover; who has time for wordiness?).

Note: Yes, I’ve been known to be quite adept at adding drama for emphasis. So, if you’ll humor me, let’s keep calling them “commandments.”

My aim is to have you read Hogan’s post in full over at Insight Squared’s blog. But I will give you my top 3 commandments in relation to what I’ve found to be vital in my own career:

  1. Only Offer Discounts For The Right Reasons
  2. Don’t Obsess Over the Competition
  3. Scale Pricing According to Complexity

A number of the paragraphs in this post, describing the corresponding commandments, offer valuable links to additional information to expand upon an element of the commandment. Don’t miss those.

If you haven’t done so yet, please go and read Hogan’s post now. Then pass it along to your colleagues and management (it may even help you be perceived as being as smart as you actually are in their eyes…which is how it should be).

[Reading Time of Hogan’s Post: 5:30]

QUESTION: What commandment would you add to this list?

Let’s talk about it…

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HOW TO MATURE IN THE ART OF [SALES] CONVERSATION

Businessman_-_Pop_Art_372_shadowThink about the best conversationalist you know. They would likely admit they still have a lot to learn about the art of conversation.

How much more should you realize the same truth?

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

— Dale Carnegie

By simply reading this far in this post, I can already tell you have some understanding of how we all have room to grow in this area. We, as sales professionals, must continually grow in the art of conversation.

Conversation is the medium by which we make a living and fulfill our dreams for ourselves and for our families. That’s why I looked up an extremely useful set of resources on this topic for you.

Sales Engine’s Director of Sales & Digital Strategy [and marathoner] Jenny Poore (@salesenginejp) blogs for @SalesEngine. She wrote a post back in 2013 that still remains as one of my favorite resources on the topic of effective conversation for sales professionals. (I had bumped into it one day and it was exactly what I needed to read in that moment.)

The post is titled, A Salesperson’s Guide To Conducting Sales Conversation,” and it’s a part of Sales Engine Blog’s Art of the Conversation series.

The text of the post itself won’t even take you 2 minutes to read. The primary reason I consider it so valuable for you to read is the more than half-a-dozen links to additional resources on the variety of subtopics making up the most important aspects of The Art of the Conversation.

The post asks a couple of questions as section headers. Specifically:

  • What is the “art of conversation”?
  • How can I, as a salesperson, spend more time in meaningful sales conversation?

There’s a video embedded in the paragraph under the first header (“Entrepreneurial Selling” 5:20 minutes in length, by Kaufman Founders School). Through questions asked and explanation given, the video is both a wake-up call for us and the perfect way to quickly increase your interest in learning more about becoming a stronger communicator.

DON’T MISS >> There are 4 links in the next section of the post which link to quite brief, but helpful posts with information you can put into practice today in your next conversation.

Finally, there’s an offer to access a free ebook titled, How to Communicate With Influence: For Sales Pros and Leaders. It’s a more than fair trade for sharing your name and email address. If this topic interests you, then you’ll get a lot out of the ebook.

If you download the 42-page resource (written by Sales Engine’s CEO & Founder, @craigwortmann), be sure to check out the“Preparations & Sales Meetings Checklist” near the end of the book. It’s a great cheat sheet to ensure you’re ready for every meeting, and conversation, moving forward.

[Reading Time: 2:00]
[Video Viewing Time: 5:20]
QUESTIONS: [taken from the end of Jenny Poore’s post]
Do you think conversation is an art form? How do you know when you’re in an meaningful conversation?
What tips and strategies would you give a rookie salesperson when it comes to conversations with prospects?

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