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Recent Articles from Liz Wendling
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...
Exploding the “numbers game” myth
People want to do business with someone who cares about them and has their best interests in mind, not someone who is only in it for themselves. Hone your skills and approach the sale like no one else. The only numbers you will have to worry about will be the large numbers on your paycheck.
Best of CoBiz: Instant sales karma
Telling the truth! It sounds like the simplest thing in the world, but being honest with salespeople seems like a real challenge these days. Business owners think salespeople are liars […]
The fear factor in sales
Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! In fact, it is one of the most critical attributes of highly successful salespeople. You weren't born with the fear of rejection; anything learned can be unlearned.
Tips to make sales in 40 seconds
Your audience needs to be engaged or they simply stop reading. Don’t buy into the belief that they weren't interested. Accept the truth and responsibility that your email wasn’t interesting.
The action imperative
The successful people I know share a strategic quality—they get things done. This ability overrides intelligence, talent and connections in determining the money they earn and the speed of their success. They take positive action.
“Just send me some information”
Your approach is everything. If you continue to keep using the same tactic that is yielding the same objection, I encourage you to stop and take a good look at why. We all know that continuing to repeat the same actions but expecting different results is insanity. When you change your approach, yo...
Like it or not — you’re in sales
Like it or not, all business owners are in sales! Whether you are selling an idea, presenting a business proposal or offering a product or service – it is all […]
The language of sales trust
Trust is the single biggest motivator of buyer behavior and one of the key components to establishing a successful buyer/seller relationship. Do your potential customers trust what you say? Do […]
