“Hi Ted – this is so & so from such and such, can I have 15 seconds of your time to tell you why I called?” She pleaded. “Who from where?” I asked. “So and so from such and such” She said, talking too fast. “Sure – fire away – I love cold calls.” I […]
I lack sales confidence
You are not alone. About 50% the folks I coach do. Here’s a purely honest approach you can begin to practice immediately that should relieve some pressure and boost your confidence. Traditional sales advice will tell you to detach from the outcome…whether that’s a booked call, a demo, or a signature on the agreement. This […]
Do the cha-cha
Selling is sometimes referred to as a dance. If so, what type of dance? A waltz? Boring – lots of structure and a bit outdated for modern buyers. I like the cha-cha. One, it’s fun to say. Two, it makes an important acronym – CHA Sales is about: Connecting – connection as humans matters – […]
If Aristotle was your sales coach
If Aristotle was your sales coach – and he should be – he’d tell you: Your character matters – you need to be credible, reliable, trustworthy. He called this ethos – where we get the word ethics. Engaging your prospects emotionally matters. Logic is not enough. He called this pathos – this what we might […]
How to be someone who is safe
If you’re like me, empathy didn’t come natural. I either missed the importance of it during conversations, or felt awkward trying to be empathetic. But I’ve forced myself to learn – and it’s done something amazing. I’ve become safe. That is, it’s made me a more empathetic person. Empathy is an important human skill to […]