3 Simple Ways to Talk Less and Listen More

A Case for Brevity

On November 19th 1863 people gathered in Gettysburg Pennsylvania for a dedication ceremony. The keynote speaker was a man named Edward Everett and he spoke for more than 2 hours. Abraham Lincoln who was also scheduled to speak, spoke for just two minutes. Even though Everett’s speech was longer, Lincoln’s short 2 minute speech is now regarded as one of the most elegant, thoughtful and well-crafted speeches in American history. The Gettysburg Address certainly makes the case for brevity and the power of saying less.

On today’s show discover:

  • …how talking less can help you sell more
  • …and 4 Ways to train yourself to talk less with your next customer

Continue Reading →

7 Amazingly Foolish Things Salespeople Do

Foolish Things Salespeople Do

I thought in honor of April fools day it would be fun to do an episode about some of the amazingly foolish things salespeople do. Now, if you’ve done any of these don’t feel bad (most likely we’ve all done at least some of these before) and hopefully…you’re not doing them anymore…I mean if you were that would be pretty foolish!

On today’s show discover:

  • …can cause your customer to say no;
  • …shake your confidence and
  • … are avoided by top sales pros (who probably made these mistakes at one time or another too).

Continue Reading →

6 Amazing Ways to Improve Empathy

Improve Empathy

Your natural ability to empathize is one of the most important assets you have when it comes to connecting with your customer and as a refined skill, it’s key to your success in sales!

On today’s show discover:

  • … that the ability to empathise is natural but the skill to do it well takes practice;
  • … how communicating sincere empathy can positively impact your sales;
  • … 6 ways to enhance and improve your natural ability to empathize.

Continue Reading →

Silence, One of the Best Sales Techniques Ever

Best Sales Technique

Silence is an often overlooked communication tool that top salespeople use to keep their customers engaged and moving toward the close.  

On today’s show you’ll discover…

  • …when to use silence to convert shoppers into buyers;
  • …how to avoid common mistakes and
  • …why silence is One of the Best Sales Techniques Ever;

Leave a Rating and Review in iTunes

Continue Reading →

How to Make More Sales with a Llama

Maintain Sales Control

Have you ever had one of those customers that just seems to run you ragged with questions? What’s in it? Where does it come from? How long have you been selling this? 

If this has happened to you before, you know what it’s like to lose control of the sale.

On today’s show discover:

  • …how to determine who is really in control;
  • …a proven technique for answering customer questions while maintaining rapport;
  • …and how to regain & maintain sales control at any point in the process;  

Leave a Rating and Review in iTunes

Continue Reading →