Do you know what I want for you? I want you to be remarkable. No, seriously, remarkable. That is worthy of remarks. Worthy of having people talk about you for all the right reasons. I’ll give you a hint… it’s all about the small things we can do.

Customers buy the solution to their problem, not the tool that gets them there. Why is it, then, that most sales demonstrations are based on facts and features? The real problem is that customers make purchase decisions based on emotions.

Do you know what I want for you? I want you to be remarkable. No, seriously, remarkable. That is worthy of remarks. Worthy of having people talk about you for all the right reasons. I’ll give you a hint… it’s all about the small things we can do.

A long time ago in a galaxy far, far away… May 4th is Star Wars Day, and we’ll have some fun learning sales lessons from some of your favorite Star Wars characters. Think of it as Star Wars sales training bootcamp.

Why won’t my sales prospects call me back? I keep following up, and I hear nothing from them. What am I doing wrong? The answer to this perplexing and frustrating question is found in one or more of the following four reasons. Use these best practices to improve your sales effectiveness.

Curiosity turns good salespeople into great salespeople and leads to more sales. Learn three benefits of being insanely curious about your customers.

Many salespeople fail to see the world through the eyes of their customers. Top performers consider the customers’ stresses and concerns, adopt their paradigms, and understand their mindsets. It’s the difference between sympathy and empathy, between feeling sorry for someone and actually feeling what they feel.

Many salespeople struggle with role-playing because they are put in positions of glorified public failure. Who wouldn’t object to that? There is such a negative bias against role-playing. Wanna know why? Because most role-playing, well, isn’t.

The ability to influence others is not a personality trait. It’s a skill set. It can be learned, honed, and perfected over time. Successful salespeople know how to use influence to connect with their prospects, to build trust, and ultimately to close more sales.

New home builders are easing anxiety and seeing more success by putting a face and voice to a name, communicating more clearly, and managing emotion and tone with video messaging.