What is confidence? con·fi·dence, noun The feeling or belief that one can rely on someone or something; firm trust. “we had every confidence they could get the job done” A feeling of self-assurance arising from one’s appreciation of one’s own abilities or qualities. “she’s brimming with confidence” Why is confidence Read more…
Pete’s take… From time to time, many salespeople find themselves in a slump, wondering “why am I not closing deals like I was before?” Most of the time you can figure out why by looking back 60 to 90 days to see what you’ve been doing. You will likely see Read more…
Cheryl’s take… According to the authors, in order to be a highly successful sales rep you should… Teach your prospects something they don’t know Tailor your message to your audience Take control of the sale Really good reps have always done this, but the authors have now attached a fancy Read more…
Cheryl’s take… This Dale Carnegie book is a classic for sure. It’s filled with reminder after reminder of how to treat people right. In our world today, it resonates even more. Like a lot of good self-improvement books, “How to Win Friends and Influence People” doesn’t provide any great revelations; Read more…
Cheryl’s take… You know those books that you want to like? And that sound like they could have some important takeaways? But then this scenario unfolds… you make it partway into the second chapter and the book hasn’t hooked you, time is tight, you’ve got another stack of books you’re Read more…
Cheryl’s take… You know those books with curled covers and bent corner pages? The ones on your bookshelf that you reference again and again? This WSJ bestseller is one of those for me, even though on first reading I found myself getting lost in the way the book was organized. Read more…
Don’t laugh everyone – this is super simple. The absolute best way to show someone you care is to actually care. We talk about this a lot in sales training because no matter what your selling philosophy or methodology, sales is still a relationship business and the best way to Read more…
Cheryl’s take… I had the pleasure of meeting Jia Jiang in person at an industry conference where he was one of the key-note speakers. What struck me most about Jia was how humble and approachable he was. During his presentation he shared many not so flattering funny personal stories that Read more…