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Recent Articles from Liz Wendling
The one sales step you can’t afford to skip
You can radically change the way your prospects interact and stay in touch with you. Change your approach and you will change your results. Instead of using the same language as your competition say something different. If you don’t, you will blend right in. So avoid using, “I was just checking in...
Are you a go-getter or master procrastinator?
In all aspects of life — personal achievement, relationships, business or health — it’s the go-getters who will ultimately triumph. Successful people at the top of every profession typically share one quality — they get things done. This ability supersedes intelligence, talent, and connections in...
Social media opens the sales door
Smart and savvy business owners are using social media strategically to build deeper relationships with prospects and referral partners and to find new prospects earlier in their buying process. When implemented correctly it can be one of the best tools to use to connect with and qualify new leads...
The proven power of goal-setting
We all have goals, dreams and visions of what we want to accomplish, what we want to achieve or attain and how we would like our lives to be. What transforms those goals, dreams and visions into reality is the willingness to chart the course, take the specific actions and stay committed to making...
Close your mouth to close the sale
Traditional selling has taught salespeople to listen closely but only listen for “buying signals.” Then as soon as they hear one, jump right in and start selling. This is precisely the moment when salespeople quit listening, step on the gas, and start to close the sale. Customers will nod and pret...
How to handle the price objection
How many times have you believed your customers' money excuse? Customers whip out the money objection because they don't know what else to say. It's the most convenient way to get you to back off. The money objection creates a protective barrier around the customer so they can hide from making a...
Measure sales success by results
You can’t produce different results until you generate positive actions. People make things happen by taking clear and calculated steps. It’s easy to over-think your next move, to debate options too long, to linger with ideas, and to wait for ideal conditions. Some people spend their entire lives...
How to become a sales-closing rock star
When sales professionals show up to a meeting with the mindset and intention of closing the sale, the energy is heavy, the intention is wrong and the customer feels it. Unfortunately, these professionals are still using old-school sales techniques that buyers can spot a mile away. These closing te...
Does your sales process need a tune-up?
The economy and the customers have changed. The faster things are changing–competition, market conditions, the way customers buy, the products and solutions offered, the more you have to update your sales process. There is just no good excuse for not using a current sales process. A great sales p...
Buying with the heart, justifying with the mind
Buying decisions are always the result of a change in the customer’s emotional state. While information helps to change that emotional state, it’s the emotion that’s important, not the information. Never underestimate the importance and power of emotions in selling—feelings are the fuel that drive...
Speak the language of sales success
The words we speak make up about 7 percent of effective communication, but they’re almost always deal sealers or deal stealers. I’m not just referring to asking the right question at the right time, handling objections when they arise or knowing all the facts about your product or service. It mea...
I got pitch-slapped
Today’s consumers don’t want to be assaulted by canned sales pitches and one-way monologues. They are sick and tired of being on the receiving end of those types of conversations. They want to be invited into a two-way dialogue where they can be heard and understood. Unfortunately, many companies...
