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Few corporate change initiatives offer the direct benefit to a company’s bottom line as initiatives aimed at their sales departments. A well performing sales department provides companies with consistent streams of revenue for supporting all other departments. Change initiatives involving conscious business practices also hold this promise. Unfortunately, most companies that invest in conscious business…

If you want to know the purpose of a salesperson, just ask a customer. The customer will tell you a salesperson’s purpose is to help him or her make better buying-decisions. Isn’t that what you also think when you’re in the customer’s role? The million-dollar question is, how many salespeople are mindful of this? Many…

Think of a belief you hold so dearly that abandoning it feels like you’d be abandoning yourself. Now recall the person who first introduced you to it, and the gratitude you feel toward him or her. Would you abandon this belief if this same individual approached you now and tried to change your mind? Of…

Not all sales are created equal. Some sales result from better decision-making quality than others. For example, an insurance company I worked for gave “quality awards” to deserving agents. Agents earning this award consistently sell policies that stay in force a higher percentage of the time. The same agents tend to win this award year after year.…

Every sale involves two conversations. Most attention is paid to “conversation A”. “Conversation A” is the selling-conversation between the salesperson and the customer. However, there’s also a “conversation B”. “Conversation B” is the silent internal buying-conversation happening between the customer’s ears. These are two distinctly different conversations. For example, during the selling-conversation a salesperson may…