Posts by sphippo

“I have no special talents. I am only passionately curious.” Says the one-time smartest guy in the room (or world), Albert Einstein. Einstein also said; “It is not that I’m so smart. But I stay with the questions much longer.” So why aren’t we hiring this guy?

What two questions can you ask in any cold call that can provide insight into where you can be better, more relevant for your counterpoint, and show you where all other sales professionals gaps are when it comes to one of the foundational skills in selling.

If 58% of prospects say they find cold call’s useless, and 63% of sales professionals say cold calls are the most annoying part of their job, why is it no surprise that cold calls are perceived the way they are?

This one is inspired by an audience member of a recent talk I gave concerning the modern sales conversation. His question: “How do I deal with a micromanager who’s always looking over my shoulder even when things are going well?” Ok, put away the felonius thoughts here. I’ve got a better idea…

Clients have actually said to me and their leaders, I see the value in the way Joe talks, and I just don’t talk that way! And my response to you, dear emerging sales professional is… You don’t talk that way right now!

So many times I see sales professionals seeking information for your benefit instead of seeking to understand your counterpoint. You ask good questions that solicit a lot of information and maybe some emotion too. And even create direction. A direction that you’ve manipulated for your personal benefit. This episode brings light to a different mindset…

If listening is your conversational superpower, then the tone of your voice is the delivery system for it. Your magic ring. It’s what sets the intensity of this superpower. At some point in a conversation, you will speak! Now what???