October 6, 2017

At the risk of sounding "Oprah," I am writing today about intention.  I have made it a habit of late to set my intention before entering a workshop, sales situation or important phone call.  I have found it enlightening and even somewhat concerning that it often takes...

September 13, 2017

Next time you are in the grocery line, scan the magazine headlines and you will notice a sea of numbers.  "101 Secrets to Financial success"; "Six Reasons You Should go to Europe this Spring"; "The Ten Best New Restaurants in Manhattan". Marketers know that numbers are...

September 6, 2017

TRUST. It is a simple word with big meaning that is used frequently in sales.  Buyers often say they chose one competitor over another because they felt that they could trust one more than the other.  Sellers often tout being trustworthy and strive to hold that coveted...

August 29, 2017

In my workshops and coaching sessions, I teach the importance of using plain English when discussing capabilities to clients.  I discourage the use of acronyms and industry jargon that may be confusing or meaningless to clients and prospects who do not live in the same...

August 25, 2017

In sales presentations, prospective clients expect to meet the people with whom they will be working.  These individuals are not necessarily polished presenters who are comfortable in a sales role.  Many of them are not in sales for a reason - they purposefully avoided...

August 10, 2017

One of the best ways to learn about effective selling is to be in the buyer's seat.  The good news is that we have this opportunity almost every day.  Whether it is B-to-B or B-to-C, we know as buyers what we like and what we don’t like, what is effective and what is n...

August 4, 2017

A very frustrated salesperson contacted me recently.  It was about six weeks after he and his team had presented in a very competitive finals presentation. Immediately after the presentation they were given positive feedback from the prospect and were quite optimistic...

July 26, 2017

While it is common practice to train sales people how to sell, it has occurred to me lately that buyers could benefit from learning how to buy.

We often work with salespeople who sell through intermediaries that have been hired by their clients to navigate what is often...

July 18, 2017

Most of us are uncomfortable when prolonged silence enters a conversation.  It brings back that awkward blind date kind of a feeling.  In my early days of corporate training, I remember directing a question to my audience and being greeted with crickets.  It seemed to...

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