Unintended Consequences
No sales person gets up in the morning with the intention of communicating disinterest throughout the day. Anyone in professional selling would know that this would be counterproductive if your goal...
View ArticleClik here to view.
Don’t Just Say Something. Pause.
What is a very simple skill to learn and execute that is also highly effective? Let’s illustrate it. OK, are you ready? Listen. Hear anything? If not, you just experienced it. It is called...
View ArticleClik here to view.
What Climate Are You Selling In?
One of the fascinating realities of the human condition is the impact our behavior has on others. This is obvious in situations of pronounced behavior, good or bad, but not so obvious when the...
View ArticleClik here to view.
What Climate are You Selling In? Part Two
Last week we discussed the positive climates of communication that are the result of specific behaviors exhibited by sales professionals. We talked about behaviors that created and maintained Approval...
View Article