Attention sales leaders. Want to be a better leader? Then, it’s time to step up your listening skills by tapping into emotional intelligence skills. The Center for Leadership surveyed 302 leaders and found that emotional intelligence accounted for a whopping 28% of leadership performance. One of the reasons is because ...

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What goes into making a successful sales manager?  It’s more than just having the technical know-how and acumen to lead a team. As a sales manager, you’re probably well aware of the importance mastering soft sales skills, such as the ability to show empathy and assertiveness, in the sales profession.  ...

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Salespeople have heard about the importance of active listening skills for years. They’ve attended sales training workshops where the expert in front of the room told them to read and relate to their prospects and customers. (Just what does that mean anyway?) Salespeople are told to listen more than they ...

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Multiple conversations with particularly good sales managers inspired this blog because there was a common theme in all conversations. “We’ve been very empathetic with our sales team during these tough times.” “We’ve shown compassion.” “We’ve given support and additional resources.” Then came the big HOWEVER. “However, we have customers to ...

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Empathy has been described as the ability to know what another person is thinking or feeling. It’s an important influence skill in business and life. However, to really know what another person is thinking or feeling, you first must develop another EQ skill: emotional self-awareness. The self-aware sales professional is ...

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There is good and bad news for sales organizations. The good news is that sales organizations are recognizing the power of empathy and its role in building trust, rapport and sales. The bad news. Many well intended sales organizations will never accomplish the goal of having a more empathetic sales ...

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Empathy is a powerful sales and sales leadership skill -- until it isn’t. That might sound strange coming from someone that teaches this powerful skill. However, sales managers are asking such questions as:How do I achieve that fine balance of showing empathy without getting overloaded with my sales team’s concerns?How ...

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Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned, but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s active listening. For example, a ...

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Congratulations! Your hard work has paid off and you’ve landed a new client, one that fits your ideal client profile. You exchange handshakes and hugs, and now the real sale begins -- the sale after the sale.   Unfortunately, this part of the sales process is where the sale starts falling ...

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