How To Embrace Virtual Selling For High-Dollar B2C Sales

If you’re like most sales professionals right now, then you’re trying to figure out this whole Virtual Selling thing. And if you’re selling big ticket B2C items like cars or homes, then this shift to digital might feel especially jarring. The key to embracing virtual selling is normalizing the experience. Here’s how…

Read More

10 Ways To Keep Your Sales Team Motivated

During times of uncertainty, we look to the leaders. Not just to tell us what to do, but literally to tell us how to feel, to help us craft our own attitude. These are my top 10 tips that will help you sustain positive energy in your organization and with your sales team.

Read More

5 Things Salespeople Can Control Right Now

When we’re selling in a time of fear, we don’t just want to overcome fear. We want to REPLACE fear and anxiety with that which is constructive, edifying, compassionate and uplifting. And we do that by focusing our energy and effort on the things we CAN control during uncertain times.

Read More

4 Social Distancing Tips for Salespeople

Unless you’ve been hiding under a rock, you’ll notice the abundance of societal disruption in our daily lives that we simply cannot control. Even in the midst of all this uncertainty (and maybe even because of all this uncertainty), the world needs sales professionals. And your sales mindset needs to be stronger than ever.

Read More

Selling In a Time of Fear

It’s quite a tightrope we have to walk between brave or brash. We want to be sure that we’re being safe and smart above all, but we also have to be reasonable and understand that we’ve still got a job to do! And while we’re doing that job, we’re going to meet customers who are walking the same tightrope.

Read More

Value Is A Buyer Word Not A Seller Word

Would you pay $52 to upgrade to first class? Is it worth it to you? We make value equations in our minds and we do it all the time. Our customers are constantly making these value equations, too. And we’re all asking the question, “Is it worth it to me?”

Read More

5 Ways To Fix Your Broken Sales Meetings

How would your salespeople describe a typical sales meeting at your company? Most sales professionals that I talk to would rate their sales meetings somewhere between “The highlight of my week. Inspirational, educational, motivational!” and “I’d rather jam a pencil into my eyeball.”

Read More