“Sell to the heart, justify to the head” – A discussion between Cian McLoughlin and John Smibert.
In my most recent discussion with Customer behaviour guru, Cian McLoughlin, told us why EQ is more important than IQ in sales because "customers buy with their hearts".
So if a customer's buying is more influenced by emotion than logic why do so many of us still try to sell with our head not our heart - why do we still try to influence by primarily using logic?
“Sales is not an island; yet support from peers can be difficult to obtain” – Interview by John Smibert
Many sales leaders do not get the support they need from their peers.
Sales can be very foreign to other disciplines such as finance, operations, production and even marketing. Often leaders from these other areas of the business cannot relate to the challenges, issues and mode of operation in sales. This leads to lack of support and collaboration which leaves the sales...
"Ensuring good sales behaviour with customers is critical for success" - A John Smibert discussion with Tony Hughes.
We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes.
And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and through the questions we ask them about the deals they are working on.
“The referral selling numbers are compelling - it can change your business” – Interview by John Smibert.
After my last discussion with Joanne Black, titled "Implementing referral selling for competitive advantage" , I wanted to know if there really was a competitive advantage. Would an investment in implementing systemising referral selling provide an ROI?
So I asked Joanne!
She reminded me that one of the biggest challenges that organisations face is in achieving predictable...