Let go of the attachment to making the sale.

Stop putting pressure on yourself to “close” the deal.
Be okay with a “No.” In fact, tell your prospective clients it is okay to say “No.”
Remember, they view you as a sales person who has something to gain if you make a sale.
The more attached you are to the sale happening, the more pressure they will feel.
The more pressure they feel, the less open and more defensive they will be.

Focus on finding a great mutual partnership, versus trying to make the sale.

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“Deep listening is miraculous for both listener and speaker. When someone receives us with open-hearted, non-judging, intensely interested listening, our spirits expand.” ~Sue Patton Thoele

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1. Be Present & Stay Focused. Stop thinking about what you are going to say next and focus on what the speaker is telling you. Be curious and ask follow up questions to learn more about what they are telling you.

2. Pause Before You Respond. Take 2 full breaths before responding. It will ensure the speaker is finished and give them space to share more. It will also help you control the amount of talking you are doing.

3. Refocus If Your Mind Wanders. If you start thinking about your next meeting, travel plans, or what you have planned for the evening, bring yourself back to the moment. (more…)

There was a great question posted on yesterday.  “What things do you refrain from saying to avoid sounding “salesy”?”  Below is my answer.  I will use the term “sales person” to describe anyone involved in using sales skills, i.e.-business owner, business leaders, sales reps, sales directors, etc.

I believe if you are your most authentic, natural, and genuine self, nothing “salesy” will come from your mouth.  The challenge is that many people think they need to be different, or act different, or say something different, than their natural self would say, to be a great sales person. (more…)

The question of whether a high level of empathy for a sales professional was an advantage or a disadvantage was asked on linkedin.com.  Below is my public answer to this question.

This is a great and interesting question! It looks like most people so far are saying that empathy is essential for sales people, and I agree!  I will expand on the concept and how to develop it a little further as it may be of help for those who want to enhance it. (more…)