5 Proven Ways to Set the Stage for Successful Sales Calls

Selling and acting are similar professions. Perhaps that’s why I have always enjoyed acting and the theatre as well as my sales and training career. In both professions, a well set stage is critical to a successful performance. It provides the proper environment for the players to perform or tell their story. Top producing sales reps devote…

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Insight, Stories, and Pre-Call Planning

Most sales training programs spend little time focusing on pre-call planning. These programs suggest that you use the list of customers supplied by the company. But, has anyone examined the list and determined if time with these prospects is the best use of your time and talent as a company resource? Often there is little…

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How Stories Provide a Pathway for “Aha!” Moments

Nancy Duarte, known for her work with Steve Jobs, Al Gore, Adobe, Cisco and many others, states that incorporating a story into presentations has an exponential effect on outcomes. Proof for this statement is the Apple launch of the iPod and the iPhone. Both can be viewed on YouTube. (https://www.youtube.com/watch?v=bz1ZWvZBGYM ; https://www.youtube.com/watch?v=x7qPAY9JqE4)  A story defines…

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Who is the Champion in Sales Processes?

Who is the champion in sales processes? You’ve read all of the latest books, and you tuned in to the webinars and the podcasts and you’re still not achieving your sales goals. You get it that customers are researching products and information on line. You know that buying and selling has changed over the years.…

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Are you selling to the right brain?

Business presentations are about convincing people to make a change. But it’s not easy to convince people to change. This is because our brains are wired to protect us. Since the days of the cave man, we have been focused on surviving and being safe. Fear and worry set off the primitive response area of…

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What’s an Essential Key to Persuade Customers to Take Action ?

It’s not the facts that persuade people but a good story that puts the facts in context and guides the listener to making their own decision. Before customers are open to your insight or your product, they want to know who you are and if they can trust you.  If you are new or recently…

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