Archives - April 2015

We all think we listen well. But, do we? Does your body language say you are listening? Once you leave the conversation, could you write down detailed notes of what was said and the agreed upon next step? Who talked the most? Did the other person feel valued in the conversation? Being successful in sales …

Here is an other article based upon $3.1 billion in purchases confirming that what matters most in the buyer’s perspective is not the solution you offer, but the sales rep’s competence. This follows similar studies that show the sales rep’s competence contributes to 39% of a buyer’s decision while total solution is only 22% of …

“If performance is not improving, reinforcement is not happening.” This is a really good article on how to lead and manage your team using positive reinforcement. People trust you and listen to what you have to say based upon how they experience you. If you are always correcting them, that is negative reinforcement and they …