Being Coachable

August Turak highlights the traits he’s found it takes.  Money quote: I often hear the argument that being coachable is a dangerous trait unless we are “certain” that we have the right coach. But while I am sympathetic, authentic change is a journey into the unknown, and a journey into the unknown is by definition…

Role-Playing

Don’t think role-playing is the property of geeks; it’s an effective method of team practicing, and it gives sales leaders a sense of each team members attributes, skills, strengths, and weaknesses.  All of these come into play when sales professionals practice. Brainstorm some situations you know your team members will face at one time or…

Perceptions and Reputations

There’s an old Farside comic about a slick salesman who’s successfully sold refrigerators to Eskimos in the frozen plains.  It illustrates a common perception about salespeople: that we’re swindlers, dishonest manipulators who convince people to buy items they don’t need. Unfortunately, there’s some truth to this perception.  Some salespeople are mischievous and dishonest.  They will…

Small Talk

Brett Nelson explains how small talk can have a big impact on your likeability.  Worth keeping in mind, but remember to be yourself. Don’t scan a prospect’s office to find something to relate to, for example–you’ll end up with small talk that sounds forced and insincere.  Instead, be open about your interests and inquire into…

The Golden T

When you finish with an in person appointment, where do you go from there?  If you answered “Back to the office,” then you’re missing out on a great opportunity. Give yourself some extra time to visit three businesses that neighbor the one you just had an appointment with.  Look around the block–what do you see? …