Partners in Performance Blog

The Selling Mindset: How One Man Changed My Sales Career Forever

Change your mindsetIn my last blog post, I told you the story of my early selling days when I struggled for six months to make a significant sale. I had plenty of sales contacts, but not enough results.

And with 100% commission, you know that’s not good! I guess I must have been at a turning point. I decided to pick up the phone and go right to the top of my best prospects. I called Al Kupcis, then CEO of Ontario Hydro.

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The Selling Mindset: What one man taught me and how it changed my life…

selling mindset

Every once in a while something happens that changes your life forever. Here’s what one man taught me that formed my selling mindset. I learned that the right selling mindset is the fastest way to produce sales results.

In the early 90’s, Al Kupcis was President and CEO of what was then Ontario Hydro. He led the company through an intense period of deregulation and massive change including downsizing, reorganization and restructuring. Al Kupcis has no idea how much my one meeting with him changed my mindset about … Read More

Sales Presentations Coming? Use Your Voice to Hold Attention

Power of PauseWhat do you do to prepare for your business or sales presentations? Are you like so many people who work hard on preparing the content and slides for their presentation but pay little attention to how they will deliver their message?

It’s one thing knowing WHAT you want to say but it’s entirely different knowing HOW to communicate your message so that you’re compelling and persuasive during sales presentations. Your content can be filled with great information but if your delivery is weak or distracting, it’s hard to really hear … Read More

Sales Not Working? Try Different for Sales Success

I’d like to challenge you to try something different this week in your sales process. For example, to improve your sales success, you could change your opening question. Be surprising. See if you can wake up people – and yourself – by saying the unexpected. See if you get better sales results.

A blog post by marketing expert Seth Godin reminds me of a best practice that has worked for me consistently through my sales and personal life– to ‘try different’. Not try harder, but try different.

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Sales Mistakes: Confusing Marketing with Selling

A big mistake some professionals make is confusing marketing with selling. In my work with Partners in Performance and as an Intentional Selling™ coach, I have met many professionals who are not crystal clear on the distinction between marketing and sales.

They see marketing as a way to avoid the dreaded job of selling their services. This resistance to sales is illustrated below.

One of the former “Big 5” professional services firms responded to fierce competition by rolling out a sales coaching program for their associates and partners in North America. As one of the coaches involved, I quickly learned … Read More

Your Email Is (NOT) Important to Us!

E-Mail AttachmentWhen an email starts with “Your email is important to us,” you can be sure it’s been generated by an automatic responder system. In other words, it hasn’t been written specifically to you by some attentive person who’s actually read your email. It’s a lie.

And yet how many of us write personal emails to clients and people we do business with – i.e. real people – and sound just as phony, just as impersonal? Worse, we write emails to clients that address our own needs and interests with little attention … Read More

Gaining Client Perspective – From the Eyeballs of the Client

Client-PerspectiveUsing ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically experienced the world from my client’s perspective. It was astonishing!

A new prospect phoned me to let me know she was interested in purchasing my video training on ‘13 Expert Tips for Creating Truly Persuasive Presentations’. She expressed frustration because the information page lacked clarity about what she was actually buying and in what format. Yikes! I was very grateful for the … Read More

What’s the Most Important Selling Skill?

ShoesWhich of these selling skills do you believe to be the most important?

Prospecting skills? Questioning abilities? Objection handling? Closing skills? Ability to deliver a great presentation? Get referrals?

All are important. But I believe there’s one that beats all the rest hands down. It’s the ability to put yourself in your client’s shoes. To think like they think and feel what they feel. And to see the world from their perspective.

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