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There’s No Crying in Sales
A Shift in Attitude and Behaviors is Key to Building a High-Performing Sales Team
Does someone on your sales team wear their heart in their sleeve? While a certain level of openness, transparency, and vulnerability can be a good thing and are all signs of a high sales EQ, too much unfiltered expression can work against you. Passion and intense enthusiasm can easily cross the line to become moodiness and outright excitability when the pressure’s on. Nobody likes a crybaby. And in the business world, those who become particularly disappointed or discouraged when unanticipated issues arise are viewed as undeserving of a seat at the grown-ups’ table.
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It’s Not All About You
Taking an Other-Centric Approach to Increase Sales Performance Metrics
Have you ever wondered why people sometimes form inaccurate impressions about you? Do they rush to judge you too quickly? This limited view we have of ourselves, and of others judging us only on what they see of us is called the Iceberg Effect. It’s based on our perception of who we are (identity), and of how others see us (reputation).
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Put Yourself in the Buyer’s Sneakers
Leverage Empathy to Build a Strong Sales Team
Think about the steps you take when you buy a pair of sneakers. Something in your world gets your attention and you come to the conclusion: I need a new pair of sneakers. In that process, you remove doubt because you’re actively looking. Then you start to consider your options, lay them out and say, “Jeez, do I really need these? What pair do I want?” Ultimately, you buy a pair. That’s a simple buying process.
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Self-Regulate to Sell
High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to make that personal connection. That’s means having a high EQ.
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Red-Ocean Mindset
Revising the Sales Playbook to Ignite Sales EQ
There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red ocean; shallow water, fewer fish, more competitive fishing, bloody with competition.
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Don’t Be a Battleship
In the early 2000s in the Atlantic, there was a tense showdown between Spain and the US Navy. Essentially, there’s an emergency frequency that maritime uses, and a message went out at night from a what the crew thought was a small Spanish boat to the USS Lincoln, the second largest battleship in the Navy.
…I’ll Take EQ Over IQ Any Day
Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to stay that way. There are actually lots of things you can do to increase its value.
…What is the Best Time for Handling Sales Objections?
I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He had landed an opportunity for a sizable, in-house training deal and he knew he was going to get some resistance with a deal of this magnitude. He wanted me to join him and give him some coaching on handling sales objections during a presentation.
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What is the Best Time for Handling Sales Objections?Read More »
6 Types of Common Sales Objections You Need to Know
In a previous post, we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and repeatability to the sales process. In other words, all members of your sales team, from the freshman sales rep to the seasoned saleswoman, now have a way of producing repeatable results when resolving common sales objections.
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6 Types of Common Sales Objections You Need to KnowRead More »
How to Resolve Sales Objections Quickly and Easily
In one of our sales training sessions, a participant asked me for ideas on how to avoid some of the objections she was getting from her prospects. Now, in these situations, my experience is if one person asks a question, then there are at least 5 other people with the same question simmering just below the surface. And for a hot topic like this, the majority of salespeople want some way to resolve their prospects’ sales objections that not only makes them look good and helps them get to close deals faster.
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How to Resolve Sales Objections Quickly and EasilyRead More »
Sales Leadership During Times of Uncertainty
In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some flies away from a little village.” In one scene, they come across Robert Vaughn who is on the run and now looking for work. When Vaughn agrees to join the team, Brenner holds up seven fingers indicating that they now have seven men on the team. McQueen, however, waves his hand as if to say, “hold on.” He has reservations about Vaughn. That’s when Brenner says, “No. No. He’s a good gun. And where we’re going is no church social.”
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How to Drive Sales in the Face of Business Uncertainty
One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate …
How to Drive Sales in the Face of Business UncertaintyRead More »
How to Get Your Team to Crush Their Sales Negotiations
Sales managers, here’s something I’ve noticed that may be frustrating you when your new salespeople start their sales negotiations.
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How to Get Your Team to Crush Their Sales NegotiationsRead More »
Presentation Delivery Secrets You Need to Know to Support Your Salespeople
Looking for ways to boost the performance of your sales team? Want to give your crew some easy wins? Here’s how you can coach your team in their sales presentation delivery that will have a big impact on their closing rates.
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Presentation Delivery Secrets You Need to Know to Support Your SalespeopleRead More »
Unleash the Potential of Your Sales Team
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