Three T’s of negotiation and why one is more important than the others
Three things define the strategy used in every negotiation: Trust, Time and Tactics. Often, the tactics will be defined by trust level and time commitment, but time can be used as a tactic and trust can be built over time. The key to successful negotiation is...
Mastering Trade Show Follow-up
Trade shows are often seen as a necessary evil. Sales teams are often obligated to attend in force as the potential for making contact with numerous prospects is huge, but the process of the show: setting up, running the booth, circulating the floor, after-show tear...
The 5 Things Every Successful Salesperson Has
Every salesperson who has anything more than a modicum of success has the same traits as others who've done the same. No doubt you've seen hundreds of these lists before. Whole books have been written about them. Yet these five traits are so fundamental to good sales...
Make Your Sales Pitch a Conversation – Not a Barf Fest
The majority of salespeople make the same mistake. Every time. They spew instead of talking. They blather instead of conversing. They barf instead of communicating. They launch into (generally canned) histories about their company, background on the product, pitches...
10 Signs a Salesperson Is a Robot
When we think of robots, we think of mindless machines that do repetitive tasks over and over. The robots at an automotive assembly plant, for example, tediously repeat the same welds, bolt-ons, paint swipes, etc. all day, every day. Over and over. People get this...
Countering Employee Negativity
One of the greatest detriments to employee morale is negativity from other employees. Surveys have shown when employees at corporations are asked about "toxic" attitudes (negativity) and how they affect the workplace, most agree that it decreases morale and many say...