Monthly Archives: March 2011
Ask for a Commitment
When I speak to groups of sales reps, I often ask if the following statement is true, “I am more likely to ask a closing question when my boss is with me than when I am by myself.” Virtually every … Continue reading
Difference Between Messages and Messaging
Many sales reps (and managers) aren’t perfectly clear making the distinction between the sales message and messaging. Yet one is mostly passive (the sales message) and one is active (messaging). An easy way to visualize this is using a sales … Continue reading
Changing Habits
What affects virtually every aspect of your life and determines how your life operates? Habits! Studies have shown that 90% of our normal behavior is based on habits. Habits are pervasive – they affect nearly every area of our lives: … Continue reading
Communicating Better
On a recent flight, I read an article in the in-flight magazine in which the writer (Katherine Dudley Hoehn) talked about a lesson she learned about how to communicate better. Her “insights” matched with what I’ve been advocating for years … Continue reading
