Articles

As a Certified Conversational Intelligence Coach, the image of trust says it all. When prospects first meet a salesperson, they are often in self-protect mode. We have all been exposed to a wholly self-centric and opportunistic salesperson. How did we react? Those days of old-school selling techniques are over. It is time for salespeople to […]

THE IMPORTANCE OF LISTENING IN SALES Did you know that effective communication can be a secret weapon to closing more sales? Communication between sales reps and prospects has always been strained, but below, we can see just how different their respective expectations are. There is a significant gap between what prospects and salespeople want to […]

Several of my clients have recently told me, “I have prospects stuck in my sales process who are not moving forward.” Seasoned sales pros admit only 30% of their warm prospects will ever become clients, making your ability to move them through your sales process vital to your continued success. So how do you move […]

Happy High Achievers know what they care about, and they take care of what they care about. They are not easily distracted. So often, salespeople who suffer from Sales Call Reluctance take the assessment that measures for the 16 types of Call Reluctance. They usually have another performance component that is an underlying factor in […]

Recently a client shared that he woke up on Monday and was looking forward to the week! That is music to my coaching ears. Call Reluctance is nothing to be embarrassed about, living with it needlessly is. There are four steps to Overcome Call Reluctance: 1) Become acutely aware of how you feel about your […]

Did you know that the Hypothalamus in the brain is the chemical factory of our body? Whatever thoughts you are thinking trigger emotions and the Hypothalamus secretes and releases hormones to match that thought. If you are experiencing negative emotions around clientele building and find it stressful to consistently prospect, guess what? Stress hormones (cortisol […]