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Recent Articles from Liz Wendling
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...
Salespeople: Just do it!
In our personal lives, we know we should call our family more often, eat healthier, clean our office or home, or exercise a few days a week. But some of us don’t. In our professional lives, we know we should attend more networking events, follow-up with a few more customers, work on a sales prese...
In sales, size matters — so how big is yours?
Think about a time when an egotistical sales person tried to convince you to buy something or try to sell you something you didn’t need or want. Did it inspire confidence? Were they listening to what you were saying? Was the trust level low or high? Chances are you walked away rolling your eyes a...
In sales, it pays to tell it like it is
Lies and mistruths damage the ability of sales people to communicate with their clients. They also result in a complete communication breakdown that is difficult or impossible to repair. It amazes me how some salespeople will stretch the truth, mislead the customer, misrepresent their company, pro...
The single most important trait for sales success
How is it that some people consistently manifest and turn their dreams and ideas into actions and achievements, while others dream, think and plan, but accomplish very little? There is a huge difference between thinking and doing. Dreaming and thinking lead you nowhere. Doing the work and taking a...
Selling with emotional intelligence
You must understand what you are feeling and why you are feeling it and realize how your emotions affect you and the people around you. This minimizes miscommunication and misunderstanding. The bonus: increased connection, deeper trust and improved relationships.
Best of CoBiz: Healing your business pain
Believe it or not, pain can actually be a good thing and can be used to your benefit. Pain, if acknowledged, can propel you to take action. Pain can be a great mentor and motivator for you. It can be a wonderful wake-up call. It can be the driving force that propels you to have a desire to stop...
No follow up? No sale!
Smart, serious salespeople and business owners write things down, they have a daily to-do system, they return calls, they keep their promises and they do what they say they will do. They honor their words and back them up with actions. If they declare they will call or follow up, they do it becaus...
Top five worst lies salespeople tell themselves
Many people who sell professional services tell themselves lies that prevent them from reaching their sales goals, attracting more clients and earning more money. They lie to themselves about the economy, their prospects and their territory, and why they are not closing sales. To become more effec...
