Questions Archives - Bernadette McClelland

Riddle Me This Please Sales Leaders…

by | Coaching, Commercial Conversations, Conscious Selling, Sales Leadership

Here’s a riddle for you? We explore without traveling. We make a point without telling. We discover the pain and the pleasure, the truth and the lies. We are not to be judged by our sound or our size. We are what salespeople need, want and hardly use. We are what...

How Tension Trumps Pressure in a Sales Scenario

by | Commercial Conversations, Conscious Selling, Sales Psychology, Winning Business

Ever read a book, wanted sex or turned up the music? In a novel or movie, there needs to be a central focus on emotional tension between the hero and the heroine that will keep you interested, keep you on the edge of your seat or have you personally invested. If it...

SPIN SELLING IS DEAD!

by | Sales Leadership, Sales Psychology, Think Different

A bit of a provocative and disruptive statement that calls for an interesting conversation. Let’s consider for a moment all the statistics floating around about buyers, and the knowledge they now have at their finger-tips about potential products. Anywhere from...