"If you want to be a successful Sales Sherpa™, you have to be comfortable using sales scripts." That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing. But that complexity in fact drives the value of sales scripts. You shouldn't be "winging it" constantly. Scripting parts of your sales process allows you to engage more meaningfully with your prospects and customers. Instead of spending your time trying to figure out what to say, you'll spend it focusing on the person you're talking to. Why Sales Professionals Resist Scripts When … [Read more...]
The Data Has Spoken: The 6 Sales Skills You Need to Stay Relevant in 2020
The skills that Sales Sherpas™ need to guide their customers through their buying journey are much different from what drove success in the past. The future of the sales profession seems to be changing daily. New technology and rapidly changing customer needs are combining to reshape the foundations of the success as we move into the heart of the 21st century. So it begs the question: How can you stay relevant and excel as a sales professional? What skills will keep you on the path to success? Luckily, LinkedIn puts out an Emerging Jobs Report every year which has some insights we can use. The first LinkedIn Emerging Jobs … [Read more...]
Why Mindfulness in Sales Will Make You Happier and More Effective
When people think of "mindfulness" their minds are often filled with images of monks calmly meditating in a lotus position next to a flowing stream. They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation. But I'm going to suggest that salespeople can get a lot out of mindfulness tools. It can help them improve both their personal satisfaction and professional success. It can help them focus. And yes, it can help them sell more. Let's look at why mindfulness can be a powerful path for salespeople and how they can start walking it. The Mindfulness Trend in Business Mindfulness … [Read more...]