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Sales Managers

Selling is...inquisitive and skilled

Selling is also being inquisitive and skillful at asking questions. 

If there is a skill to develop that will serve immediately and always, it’s the skill of asking questions. That skill is best executed if it aligns with true interest to learn about others and what matters to them. Interest isn’t something to feign, but rather to lean into and expand to learn about the other person.

Inquisitiveness is trait that can be developed. It starts with a basic level of curiosity, es…

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Selling is...

…a lot of things to a lot of people. For some, it’s a negative judgment of the activity, the profession, and the people involved in it. For others is a misconception of what it is and how it’s done. Some think there are those who are born to do it and others who know that even with natural talent, becoming a good salesperson is a skill to be developed.

I am going to try to take the mystery out of selling and to clear up some misconceptions about it and what it takes to be good at it…

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Words beginning with PR: PRoject and PRoduct

If you have been following this series, you've come to the summary of addition: What PRoblem needs to be solved?  What are the PRiorities needed to be addressed?  For this post, we will combine two: PRoject and PRoduct.

We are combining them because if you are asking the questions needed to understand what matters most and what isn’t working for the customer, you will likely talk about more than a single item – even if they came in looking for Only. One. Thing.

By asking PRojec…

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Words beginning with PR: PRocess

Of the three key points, this one is critical to know in order to direct the interaction to an outcome today – and the only outcomes that count are a sale or an appointment. So it’s important to know where your clients are in the buying PRocess?

Every buyer is somewhere in their buying decision. Where they are and what they have done and what remains to be done will impact what they CAN do today.

Surprisingly, this is the area least explored by most salespeople and yet it is crit…

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Words beginning with PR: PRiorities

As we did in the first installment of this series, PRoblems, we will now focus on one element that begins with PR. One element that when added to the others creates something magical.

PRiorities are those things that matter most. And there aren’t a lot of them, which is what makes them PRiorities.

When working with a designer or with a retail customer, ask what the PRiorities of the project/product are…and limit them to THREE.

Ask: “What are the three most important elements to yo…

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Words beginning with PR: PRoblem

If you are a regular follower, you might have noticed that each month has a theme. Last month it was LOVE (thank you for your comments and hearts!) and this month we are back to specific selling skills.

In this series, we are going to work with selling words that begin with PR. All of these PR words are part of the Discovery process. In this step, we'll determine specific elements that impact the sales process and will dramatically impact the solution given…and the results achieved.

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Love Yourself

And now we come to you. Yes, you…and how you love yourself.

Loving yourself isn’t narcissism or selfishness. It isn’t thinking only about yourself at the expense of others.

When you love yourself, you will treat yourself well and be mindful of your health and wellbeing. You will take care of yourself before you take care of others…so that you are strong and able to do both.

When you love yourself, you will see love as an action and not just a feeling.

When you love yourself, you wi…

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Love Your Teammates

Like customers, teammates come in all types…thoughtful, sincere, critical, happy, kind, crabby, reliable...to name a few.

What forms a group of individuals into a team is a shared goal and a commitment to achieve that goal…by working individually and together.

YOU are part of your team. When you love your team, you will consider your contribution to your team.

Are you bringing a positive spirit to the workplace?

Are you willing to help and mentor new people?

Are you building your team l…

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Love Your Customers

Some customers are easier to love, aren’t they? Some are more decisive, appreciative, engaging, and communicative…right? How could you NOT love them?

For this conversation, let’s separate LIKE from LOVE.

Liking them has something to do with their behavior…you LIKE the way the talk, their sense of humor or style, their rhythm or the speed with which they do things…you just LIKE them. Maybe they are naturally similar to you, or they are kind and thoughtful… there is something about them that…

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Love what you do

Do you love what you do?

Did you choose to be doing this job or did you end up in this role on your way to doing something else…and forgot to leave? 

You can choose to love what you do even if (and especially when) it’s not perfect and not exactly what you want or exactly the way you want it. You can choose to love your job for what it provides you, right now, the way it is.  You can choose to love your job for what it teaches you, directly and indirectly, that will make you better…

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