“There is no exercise better for the heart than reaching down and lifting people up.”
John Andres Holmes
When it comes to your taking care of your clients, Are You Building Relationships Or Burning Bridges?
Are you focused on building authentic and credible relationships with your clients?
You can be credible, reliable and loving but if it’s painfully obvious you only have your own interests at heart people will see through your charade. They will call you out for what you are, an empty suit.
How many believe relationships matter? Of course they do. Meaningful and credible relationships matter even more in business today.
Here’s the deal… I’m keeping it real folks, I’m massively concerned with the weak relational skill set that many have in sales.
Trust. You can’t form a credible and healthy relationship without it. Trust is the driving catalyst and this is at the center of establishing credible...
“You must take personal responsibility. You cannot change the circumstances, the seasons, or the wind, but you can change yourself. That is something you have charge of.”
Question for all those in sales…
“Whose responsibility is it to ensure you have the skills, knowledge, behavior and tools need to engage in meaningful conversations?”
Personal accountability, it’s the foundation of sales success. How much of your success would you say is up to you? The choices you make, your actions and your behaviors will all make you or break you in sales.
I wrote an article for my friends over at Vendor Neutral, Relationships + Human + Technology = Sales Success. Technology and sales enablement tools, they’re not only helping sales professional’s gain momentum in their marketplace, they’re also changing the way they sell their services.
One of the biggest buzzwords in sales today is ‘sales...
Last week, I heard a great phrase during a meeting with a future client in the financial services industry: Equal Business Stature. They want their reps to have equal business stature with the executives in their current and target accounts. What a great concept!
Every B2B sales professional wants to get into the hallowed halls of the c-suite. We want to get into the inner circle with top level decision makers. How do you build equal business stature with executives?
One critical (and often overlooked) aspect is building a personal brand that resonates with executives.
Do you look like someone that has equal business stature with an executive?
If you’re in B2B sales, chances are your company requires you to dress the part. (I remember my first employer required us to wear dark suits, white starched shirts, and ties. Casual Friday meant we could wear a blue shirt instead of white.) Your personal brand goes beyond how you dress. It continues through your online and in-person...
"Empty pockets never held anyone back, only empty heads and empty hearts can do that."
Norman Vincent Peale
A true sales professional thinks before they act. They plan, prepare and practice as they build a structure of success. They lead with intention, and become the example. A great sales professional is precise with their decisions by aligning their vision and values to earn the respect of their clients. With purposeful intent, they engage in heartfelt activities benefitting those around them. And this is what your clients and prospects crave, right? They deserve a sales professional who is heartfelt, sincere and fills out a suit with empathy, emotion and excitement.
Sales professionals are effective in opening up business conversations as they speak the language of leadership. This language clearly conveys their ideas to their audience. They use language which precisely explains their thinking to the hearts and minds of those whom they wish to...