Category: Sales Skills

A Calculated Risk in Selling

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Calculated Risk in Selling

“You should buy this product from my competitor.” These words came as a surprise to my customer, to say the least. Moreover, there is no doubt I would have been fired had my manager known that I sent a customer to the competition. So, why did I do it? The customer had requested a meeting … Read On >


Love it! Buy it!

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Make the sale easy. My client is the marketing manager of a prominent architectural firm. The firm designs high-profile buildings. Image is important in everything they do. I called her one morning. “Hi, Elizabeth. We have some new products that I think you will really like. Do you have 15 minutes to meet?” Later that … Read On >


Four Tools to Bring to Your Next Networking Event

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Your next networking event can feel like another thing on your to-do list. You may write it off as a waste of time, especially if you are going just for the free refreshments or to talk to those you already know. How do you squeeze the most out of a networking opportunity? Have a plan. … Read On >


Anchoring Effect

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We were at the Great Wall of China. A gentleman in my tour group showed interest in a folding fan that a vendor near the Wall was selling. He wanted to bring home a souvenir. The vendor’s asking price was 125 Yuan (about $18) for the folding fan. After a few minutes of back-and-forth haggling, … Read On >


My BATNA Isn’t Good. Is Theirs?

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Negotiators often fail to consider their Best Alternative to a Negotiated Agreement (BATNA) and the other side’s BATNA. Thinking through both BATNAs helps us determine how much leverage we have in a negotiation. What will happen if we can’t come to an agreement with the other party? If the alternative to a negotiated agreement is … Read On >


How Can You Be More Assertive?

Posted by & filed under Leadership & Management, Networking, Public Speaking, Sales Skills.

While leading an Improving Communications workshop recently, I asked a question that had hands flying up toward the sky from participants in the room: “How many of you have ever wanted to be more assertive in the workplace but didn’t know how?” To be more assertive was something everyone wanted to work on. But the … Read On >


Our Negotiating Leverage Was Hidden In Plain Sight

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The note came from the VP of Marketing at a global software company. My eyes widened as I read it. The VP wanted to meet and discuss a project that had three components; equipment, production and implementation. In total, it could be worth more than ten times the value of my average sale. This had … Read On >


Beyond Writing and Speaking is Body Language

Posted by & filed under Public Speaking, Sales Skills.
Body Language

Communication is not always verbal.  Although unconscious, the audience pays attention to body language. Speaker body language must tell the audience that s/he respects their personal space and is not negative, intrusive, or hostile. Body language (the physical elements of communication) includes: eye contact, facial expressions, posture, and gestures / movement. EYE CONTACT A United States audience translates … Read On >


When Sales Experience Becomes Arrogance

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When Sales Experience Becomes Arrogance

Briefcase in hand, I strode across the bustling turnpike toward the client’s office building. After checking-in with Security, I took the elevator upstairs and met, for the first time, the person in Marketing to whom I had been referred by my contact in HR. Having been in a revenue-generating role for the better part of … Read On >