The Top 3 Qualities for Sales Success


Pablo Picasso

You’ve done your sales forecast.  You know what you need to achieve this year  The million dollar question is this:  What do you need to do to get there?  If it were as easy as setting goals, most of us would have hit them by now!   It’s helpful to look at what we personally need to bring to the table to be successful in sales and where we may be falling short.   Several studies have sought to identify the qualities or traits successful salespeople share.  You can probably guess most of them:  Assertive ~ Flexible ~ Committed ~ Focused ~ Competent ~ Goal-oriented ~ Competitive ~ Likeable ~ Confident ~ Passionate, etc.  Read more here. While most of us have these characteristics in varying degrees, taking the time to recognize and develop those areas that are going to be critical in helping you achieve your goals can mean the Read More

A Sales Lesson from The Wolf of Wall Street: “Sell me this Pen!”


A Sales Lesson from The Wolf of Wall Street: "Sell me this Pen!"

Academy Award winner Leonardo Di Caprio stars in Scorsese’s excess-packed The Wolf of Wall Street  – joining a long line of films (Wall Street, Boiler Room, Glengarry Glen Ross) that cast the sales profession in it’s most negative light. While millions of honest people make their living in sales, they rarely make movies about them (with the happy exception of The Pursuit of Happyness.) While I can’t get back the three hours I spent sitting through this morally bankrupt film, I can pass on the one kernel of sales wisdom that almost made it worth the price of admission: Sell me this pen from The Wolf of Wall Street Let me set the scene: Leonardo DiCaprio plays convicted stockbroker, Jordan Belfort and early in his career he is trying to turn a group of inexperienced, undisciplined misfits into junk bond salesmen.  In order to show them how sales works, DiCaprio pulls out a pen Read More

5 Must-Know Rules of Improv for Presenters


5 must-know rules of improv for Presenters

It was the start of a nightmare.  I was standing in front of 200 people ready to speak at sales conference.  My first slide had a link to a virtual poll that would get everyone’s input on the topic.  We had tested the link and the connection earlier in the morning, however when I clicked on it – you guessed it – nothing happened.  Except my stomach flipped.  Earlier in my career I would have panicked.  I’d clicked around in vain, stammered excuses, perhaps called out from some help.  All while losing valuable audience attention and credibility. Fortunately I had some Improv training under my belt that prepared me for just such occasions.  Instead of giving in to the panic, I turned it into a win.   I pointed out 3 different parts of the room and associated each with one of the answers to the poll.  Then I asked each Read More

5 Ways to Bring your Presentation into the 21st Century


salesman

When my dad was in sales, he didn’t have to compete with a steady stream of “urgent”texts or emails for his prospect’s attention.  He was rarely rushed along when he presented, asked to stick to the “script” or sandwiched in between competitors.  My father had the luxury of building rapport and transitioning into his presentation organically.  I don’t have to tell you that times have changed and so have buyers.  So why are so many sellers still using the same old sales presentation techniques from the seventies, eighties and nineties? If you want to connect with today’s busy prospects, stand out from your competition and be remembered when buying decisions are made, you need to start carrying some tools from the present in your “present”ation kit. In today’s fast-paced world, you may have your prospect’s eyes and ears at the start of your sales presentation, but don’t be fooled:  you Read More

And the Oscar for Best Presentation goes to…Tips from Winners & Losers


And the Oscar for Best Presentation goes to…Tips from Winners & Losers

 The Oscars call upon our favorite performers to “go off script,” developing and delivering their own mini-presentation with little direction or rehearsal.  As an audience we still expect them to be interesting, relevant, professional, humble and of course,  entertaining.   Not unlike what your customers or prospects expect from you! The 2013 Academy Awards had plenty of of examples of how to knock a presentation out of the park, or fall flat on your face (taken quite literally by Jennifer Lawrence!)  Whether accepting or presenting an award, some stars lived up to expectations (Daniel Day Lewis, Ben Affleck, Adele), some surprised (Melissa McCarthy, Ang Lee) and others disappointed (Anne Hathaway, Kristin Stewart, all of The Avenger’s). Think about your sales presentation.  Is it award-worthy?  If you’re asking for someone’s business, it should be!   Here are some tips from Academy Award winners and presenters that you can apply for an award-winning Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment