Colleen Stanley’s Sales EQ & IQ Blog

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May 23, 2017
A member of your sales team meets with a great prospect that is open, interested and qualified to do business with your organization. She shares her frustrations about her existing vendor delivery of services and products.      The salesperson hears more about the prospect’s pain and becomes excited about the possibility of helping her. He shares several success stories about how his company has helped other clients.        The prospect likes what she hears and asks the salesperson to put something together. The... Read More
April 24, 2017
“Empathy” is the new buzzword in sales and business. It’s an emotional-intelligence skill and an essential skill in influencing people.   You really can’t engage in effective communication if you don’t care or know what another human being is thinking or feeling, which defines empathy.   Sales experts talk about the importance of stepping into a prospect’s shoes and seeing the world from their... Read More
April 18, 2017
Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a company’s buyers. But be sure to include one more entity in your preparation: your buyer’s reptilian brain.  This buying influence doesn’t have a title or office, but often is responsible for... Read More
April 10, 2017
It’s easy to be the star of your own show today, with so many social-media tools at your fingertips. People can take pictures of themselves, shoot videos (like this one) and post their opinion on just about anything anywhere.  It’s great to build your personal brand. However, as you do so, make sure you don’t fall prey to social-media creep. I define it as something that is growing out of control. It just might affect your ability to sell and close business.  Take a look at a few areas where social-media creep can... Read More
April 04, 2017
It may be simpler than you think to achieve your sales quota. Just practice one of the principles that made Steve Jobs one of the great innovators of our time. “People think focus means saying yes to the thing you've got to focus on,” he said. “But that's not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I'm actually as proud of the things we haven't done as the things I have done. Innovation is saying no to 1,000 things.” Good selling is... Read More
March 17, 2017
You’re filling a position on your sales team. In poring over stacks of resumes, you notice that a lot of your candidates have changed jobs every two years. And you’ve heard about how people aren’t staying with companies. Many people will have as many as 13 jobs in their lifetime. So you start wondering if you should settle for a job hopper. Don’t do it. Forget about what you’ve read on the internet or in the paper, and apply common sense and just look around. Study your colleagues and peers that are... Read More
March 10, 2017
Years ago, I read an interview with famed actor Denzel Washington, who shared a piece of wisdom from his father. His dad always told young Denzel, “Do the work so you can do the work.” His wise father knew that you often have to put in a lot of effort in order to do what you love to do.     In today’s business environment, there is a lot of talk -- and complaining -- about work-life balance. It’s almost as if work has become a four-letter word. It starts on Monday morning with the salesperson walking into the office... Read More
March 02, 2017
There are a lot of places to examine (and blame) if your company isn’t consistently achieving sales goals. The blame often goes to the sales team or sales manager; however,   I contend that missed revenue targets start at the top with the CEO.   CEOs can talk a good game about sales and growth. But if you walk through their sales department,  you will discover the basics are... Read More
February 24, 2017
The word “process” makes many salespeople and even some sales managers cringe. The independent, self-starting types often fear that process inhibits creativity and authenticity. Good luck with that thinking. I’ve learned, in working with thousands of salespeople, that the best ones subscribe to a defined selling system or process.  And when you have a system, you can create checklists.   ... Read More
February 17, 2017
“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence -- and a customer will recognize both.” This is a great quote for sales managers from Vince Lombardi, one of the greatest football coaches of all time. Often when sales managers sign up for a leadership role, they lack the skills for a major responsibility -- teaching and transferring the knowledge that made them successful. Sales managers have attended plenty of... Read More