September 19, 2017 – Opening

It can be useful to align your body language with your customer’s, but make sure your presence remains positive. Lean forward when she does, but think twice about crossing your arms, for instance, which might inadvertently convey a negative tone.

September 12, 2017 – Discovering

Being fully engaged in a conversation with your customer while anticipating what will be said next is tricky. While your customer is giving you information, you’re already analyzing and thinking about the meaning. The trick here is to slow down. Use your questioning skills and active listening skills to maintain focus on the customer and what she needs to discuss. Remember that if you listen to your customer, she’ll tell you exactly what she needs.

September 5, 2017 – Objections

Instead of looking at objections as a sign of doom, consider them opportunities instead – opportunities to learn more about your customer, to help her see how your product or service can meet her needs, to further discuss issues that are important to her.

August 29, 2017 – Discovering

Just as consequential as the failure to listen is the perception that you’re not listening. When conversing with your customer, it’s important to maintain eye contact and acknowledge that she is sharing information. Don’t bury your head in your notes while the customer is talking. Be sure to eliminate any potential distractions-and that includes silencing your cell phone and anything else that might pull your attention away from your customer.

August 22, 2017 – Opening

The sales process is always about the customer. Think of it not just as a sales process but as a customer-buying process: How can you best move the customer from one step to the next? Connecting with the customer and building a lasting relationship are what matters most.

August 15, 2017 – Opening

Professional rapport should be carefully crafted and cultivated over time. Planning how you will open each and every sales call with each and every customer will make it evident that you’ve done your homework.

August 8, 2017 – Discovering

Top performing sales reps dig deep to discover the root cause of their customers’ needs, asking targeted questions that go beyond the surface to focus on key areas in order to uncover high quality information about needs and priorities.

August 1, 2017 – Planning

Reflecting after every sales call is critical. It’s important to assess what went well and what didn’t. And, because it’s so easy to forget critical information the longer you wait to record it, it’s important to reflect after every call–right after every call.

July 25, 2017 – Objections

Successful sales professionals seek to overcome a customer objection only after striving to understand what the core issue is. Once you understand what the real issue is, you have to ask yourself whether you can actually overcome the objection and satisfy your customer’s needs.

July 18, 2017 – Mindset

What top performer has ever said, “Great! I’ve made it. I’m good enough. I can quit learning now,” and then called it a day? No one. That’s who. Top performers understand that lifelong learning and continuous improvement are critical components of the kind of positive mindset that keeps them at the top of their game.