Sales Skills Blogs
Explore practical insights on sales communication, persuasive dialogue, consultative selling, influence, customer conversations, and building stronger relationships throughout the sales process.
When Sheldon Cooper Makes the Sale
An episode of The Big Bang Theory television show that first aired in 2008 has Penny and Sheldon in an electronics store looking for a gift for Leonard. A customer who happens to be near them overhears their conversation and realizes that Sheldon could help her figure...
Persuasive Communication: When Eye Contact Builds Trust and When It Creates Resistance
Eye contact is often treated as one of the fundamentals of persuasive communication. Speakers are told to look people in the eye. Presenters are coached to connect with the audience. Sales professionals are encouraged to build trust through direct, confident...
Effective Communication: Disprefered Markers
Effective communication doesn't have to be a technical process, but let me give you some background to explain a new communication tip. In linguistics, discourse markers are words or phrases with little meaning that are used to suggest relationships: between the...
The Difference Between a Customer’s Business and Their Industry
Many sales professionals know their own products and services well. Many also know their customers’ businesses well. But sometimes, they do not fully understand the customer’s industry. That distinction matters. Knowing a customer’s business helps you understand how...
Resonating Focus
An article in Harvard Business Review shows there are 3 ways to create a value proposition for your customers. The best approach is called Resonating Focus, although each has its charms and drawbacks: Benefit Assertion. This is a laundry list of all the features and...
How to Avoid Common Communication Barriers
Do you want to become a more effective communicator? Start by looking for the communication barriers that may be getting in the way. Communication barriers are the habits, distractions, and disconnects that prevent your message from landing clearly. They can show up...