4 Ways To Improve Your Communication Skills for Sales

March 1, 2010 Sales 3.0

1. Learn to Be an Exceptional Listener
The first step to learning to communicate well is to know that listening well is a far more important skill than speaking well. And it is far more rare. Truly listening, without your thoughts wandering or planning your response, is an act of caring. It is immediately felt and [...]

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5 Ways to Improve Your Empathy and EQ in Sales

February 28, 2010 Sales 3.0

Caring comes first. If you don’t care how people feel, it is impossible to be empathetic.
1. Stop to Recognize Other People’s Emotions
Empathy is the ability to share another person’s feelings. It is the ability to share in their emotional experience. There are some people who have an easier time observing and connecting to another person’s [...]

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6 Ways You Can Prove You Care in Sales

February 27, 2010 Sales 3.0

1. Be Action-Oriented
Caring is the desire to achieve a positive outcome for someone else. In sales, that someone is your prospect or clients.
This is not a touchy-feely, emotional kind of caring (although we often have deep relationships with our customers that result in life-long friendships). This caring is action-oriented; it is felt by your actions [...]

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4 Ways To Be More Determined in Sales

February 26, 2010 Sales 3.0

Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan “press on” has solved and always [...]

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5 Ways to Be More Resourceful in Sales

February 25, 2010 Sales 3.0

1. Believe That There Is a Way
Resourcefulness is a belief system. It is a state of mind. It is the ability to look at a problem, regardless of how difficult, and believe that it can be solved. When people talk about problem-solving skills, they are talking about resourcefulness.
Resourcefulness is the abandoning of limiting belief systems [...]

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Day Two at The Conference Board’s Senior Sales Executive Conference

February 24, 2010 Found Elsewhere

The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of presentations from practitioners, all of whom took a deeper dive into some of the themes from yesterday.
Spread Too Thin
One of the developing themes is that Sales Operations has become a sort of catchall for all [...]

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Four Themes from The Conference Board’s Senior Sales Executive Conference

February 23, 2010 Found Elsewhere

Four Themes from The Conference Board’s Senior Sales Executive Conference
I had every intention of making four or five posts today live from the floor of The Conference Board’s Senior Sales Executive Conference. The conference is a wonderful room in the Hyatt Regency, but it is two floors underground, making Internet connectivity impossible. Hence, a single, [...]

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4 Ways to Improve Your Ability to Take Initiative in Sales

February 22, 2010 Sales 3.0

1. Define What It Means to be Proactive
The first way to take initiative is to define what it means to be proactive. This is not the dictionary definition of proactive, but the concrete actions you can take to reach a particular outcome. This could pertain to a goal, a task, or a particular client.
Sometimes it [...]

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5 Ways to Be More Competitive in Sales

February 21, 2010 Sales 3.0

1. First Beat Your Most Difficult Opponent: You!
There is an old Japanese saying, “Makatsu Agatsu.” It translates to “True Victory is Victory Over Oneself.” Most of the time our winning or losing is determined by our own actions, or lack thereof. In order to win in any contest, especially a zero sum game, you need [...]

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5 Ways to Be Optimistic in Sales (Or Anything Else)

February 20, 2010 Sales 3.0

I have written before about self-discipline and optimism, because I believe they are so critical to success in sales–and everything else. But I have always hated reading books and articles where the author insists that you possess some attribute and act accordingly without telling you exactly how to do so. This post, and yesterday’s post [...]

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