How to Avoid “Show Me What You Got”

Why do so many sales calls not go as planned? The poet Robert Burns wrote, “The best-laid plans of mice and men often go awry.” He could have just as easily been talking about B2B sales calls. No matter how well something is planned for, things can still go differently
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2 Minutes to more Effective Asking Skills

Why is Asking for what we Want so Difficult? Asking is a critical skill for anyone to have – especially salespeople.  When we plan a sales call, presentation, or meeting, we do so with the goal of obtaining a specific action.  Sounds simple, doesn’t it?  Why then is it so
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What’s the difference between Asking & Questioning?

  Why does it matter? “Asking” and “questioning” are two different skills that are essential for every salesperson and sales team to master. Although they are two dramatically different skills, most individuals view them both as questioning: “What questions are we going to ask?” Or, “What are we going to
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What Your Training is Missing. ASK!

Company leaders spend thousands of dollars per year on training their salespeople. They invest in all types of training to improve their teams based on metrics, gut feelings, and observations of their team’s performances. These investments include, but not limited to… Presentation skills Negotiation skills Key Account Management Sales Processes
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How to Ask for Referrals

Every salesperson wants more referrals, and ALL sales leaders want their people asking for referrals consistently and confidently. Asking for a referral seems simple, but isn’t always easy. We seem to follow the path of least resistance and ask in an indirect way or procrastinate altogether. In Susan Ward’s article, How
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