by Bernadette McClelland | Jan 9, 2017 | 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...
by Bernadette McClelland | Apr 24, 2016 | 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...
by Bernadette McClelland | Mar 19, 2014 | 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...
by Bernadette McClelland | Jun 18, 2013 | Sales Leadership, Sales Psychology, Think Different
Never wing a sales approach call I have been engaged to work with a sales guy in a coaching/mentoring role – someone who has the right sales DNA but has plateaued. One of the tasks I had him to before the day ended, was to advance at least one sale. In this...
by Bernadette McClelland | May 24, 2013 | Sales Leadership, Sales Psychology
Kick Ass Message Kills Business So you are in the queue with a heap of other people in the queue. Ready to stand out. Your product is the same. The functionality is the same. The end result is probably the same. Your kick ass marketing message wins the day. Hooray!!...
