Monthly Archives: December 2011

Tailor for Resonance

Posted on December 20, 2011

For the past two weeks, I’ve been writing about the characteristics of the challenger sales rep—which research has shown to be the most effective type of sales person. The research confirms that the sales rep needs to have valuable insight … Continue reading →

Posted in Analyzing Selling, Questioning | Tagged Sales Effectiveness | Comments Off

Teach for Differentiation

Posted on December 13, 2011

In my last blog, “Buzz about the Challenger Sales Rep”, I promised that I would continue my discussion about the Challenger Sales Rep and what makes this rep the top performer. The study concluded that all Challenger Sales Reps share … Continue reading →

Posted in Analyzing Selling | Tagged Sales Excellence | Comments Off

Buzz about the Challenger Sales Rep

Posted on December 6, 2011

There’s been a lot of buzz lately among sales professionals and sales leaders about the characteristics/qualities of a great sales rep. In fact, a recent Harvard Business Review blog titled “Selling Is Not About Relationships” caught my attention. Anytime a … Continue reading →

Posted in Analyzing Selling, Relationships | Tagged Sales Effectiveness | Comments Off

Sell by using Emotion

We humans are truly emotional beings. This really hit home when I read a blog written by Ilyce Glink, 7 tips for landing your dream home (I know someone who is actively searching for one). Selling a home can be a very emotional experience. But this isn’t much different than the decisions that we make all the time when we want to buy something. It just seems that when buying or selling a home we tend to recognize the emotional component more openly. We need to remember that emotions play a predominant role in any buying decision. Acknowledging this as we plan our sales calls can make a difference.
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