Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals”.
Author Archive | John Boe
Some people can’t tell a lie, others can’t tell the truth and unfortunately, most people can’t tell the difference. Whether you’re an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.
Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying […]
How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough and customers seem to be holding on to every penny in fear of economic uncertainty? Adversity will never leave you where it found you; it will either […]
A sales manager’s primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. While there’s no perfect system that can guarantee you’ll hire the right person every time, there are fundamental […]
Prospecting for new business is critically important and for the majority of salespeople, it is by far the most challenging and stressful aspect of their profession. This article is packed full of helpful phone calling tips and techniques which, if put into practice, will fill your appointment calendar with new business opportunities!
If you’re working hard, but aren’t consistently generating enough sales and getting referrals… chances are it’s a matter of trust! Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is […]
Earl Nightingale’s “The Strangest Secret” sold over one million copies and made history in the recording industry by being honored as the first Gold Record for the spoken word. Nightingale, known as the “dean of personal development,” concluded that life’s “strangest secret” is that we become what we think about all day long.
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time […]
Whether you are conducting a one-on-one interview, motivating your sales team or delivering a keynote address, your success as a leader is defined by your ability to persuade with clarity and passion.