As a sales trainer, I teach that empathy is the key to overcoming fears and objections from customers. But empathy is also important in all areas of our lives, not just sales. Empathy is different from sympathy. Sympathy means you agree with someone, but empathy means...
What do you think of when you hear the word humility? So many people think of humility as weakness, as meekness, as not standing up for yourself. Humility is actually powerful – with humility comes great power. Humility means you know you’re really good...
What is the difference between a clerk and a closer? One of the key differences is how you respond to your buyer’s questions. You know all buyers have questions. Do you quickly answer the question being asked, or do you use the questions to create conversations...
Complete a closing EMI with every buyer. It saves time, for both managers and consultants, and makes you more money. The EMI, Early Manager Introduction, is when a manager goes in right before you work numbers with your buyer. The few minutes a closing EMI takes saves...
What do you think is the enemy of excellence? When I ask this question in my live trainings, most people say things like:failure, imperfection, inferiority, unimportance. These are all antonyms for excellence.They are not the enemy of excellence. So, what is the enemy...
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