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Repeat Your Customer and Sell More

Just heard something really startling: repeat your customer and sell more. If you’re a waiter who takes an order, chances are about 70% higher of getting a tip if you repeat what customers order out loud, than if you just go “got it”. 70%!! This is all about how you acknowledge what the customer just told you. If you respond …

How to Remember Names in Sales

Remembering names of people you meet can sometimes seem challenging. Even more so in these hyper-networked days where the number of connections we interact with far exceeds the Dunbar number of people we should be able to have meaningful relations with. For sales professionals remembering names is critical – even with a great CRM, social selling tools and caller IDs …

Ask Revealing Questions and Avoid this Fatuous Mistake

Ask Revealing Questions and Avoid This Fatuous Mistake

With B2B sales being a profession, which is all about helping people make better decisions for themselves, it’s critical to listen more in conversations. You want to learn, receive information, test hypotheses and presumptions, and eliminate assumptions completely. Every day, we all ask questions. To sell something, to get to know something, to get to know someone better, to understand, …