Dissecting a sales call is easy: Actually performing the dissection is the hard part. My advice: First, use your head, then follow your heart, listen to your gut, and lastly, move your feet! Engaging all parts of your anatomy will not only sharpen your sales skills, but will emphasize your
Dissecting a sales call is easy: Actually performing the dissection is the hard part. My advice: First, use your head, then follow your heart, listen to your gut, and lastly, move your feet! Engaging all parts of your anatomy will
The Purpose of the Purpose Story Your customers might be excited about what you’re selling, and they might be excited how you are selling it, but would they be more excited if they know why you were selling it to
“I think I canna, I think I canna”….. Remember that childhood story about the little train that could? The story was about teaching children to believe that they can do anything they set their mind to and conquer their fears
In my previous blog Storytelling: Salesmanship or Fantasy, we explored the Value Story for your company. In this blog, we will continue to understand why the Founder’s Story is important and how entrepreneurs use story to attract money, customers, and
I have often suggested that great salespeople know and understand the value of storytelling in the sales process. Do you actually know when to insert a story into the sales call? Let’s explore the types of storytelling and when to
Are successful people lucky? Or is their success a measure of hard work? Does hard work really matter anymore? One only has to look at industry news and lists of open positions to witness the sad fact that some people
Anthony Iannarino (my favorite sales blogger other than myself – LOL) said in his most recent blog, “Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to address
My family (specifically my Mom and I) have a recurring number. It might be a time, it might be a date, but it just might also be a random succession of digits in a row. Who knows? Every time I
To inspire change from within, I subscribe to a “daily inspiration” quote site. I am a firm believer in self-growth and self-care, all for the greater good of my psyche. Wanting to change that within me that could be better,
The months of November and December are important times for those of us in the hotel business. From an operations perspective, it is the time when we traditionally assess our year’s business and plan/budget for the upcoming year. For the
Are you ready to resume the fight? For almost a year we have been treading the sales waters, staying safe, and biding our time in hopes that the tides would turn and we could get back into the ring and
Sometimes doing the right things is not successful in the sales arena. I equate this phrase with the common misconception that ‘maybe the left hand doesn’t know what the right is doing’. I recently read an article by one of
