Darren Mitchell had me on his podcast — The Exceptional Sales Leader — last week to talk about discovery.

Darren and I share a very similar view of selling as well as the profession of consulting, though from opposite sides of the world (Darren's in Melbourne, I'm in Massachusetts).

This conversat...

As a salesperson, you're often perceived subconsciously—and usually negatively—by customers. This perception stems from years of exposure to stereotypical "bad sales behavior" (think used car salesperson tactics), which leads customers to believe that salespeople are merely trying to trick them into...

Sales situations come with a lot of pressure, and we tend to fall back into our habits and what we're comfortable doing.

Learning new skills takes repetition, time, and sleep. If you can practice in low-pressure situations, you'll have an easier time learning.

Think of how you learn other skills l...

Welcome to the SalesEQ™ Newsletter, where I'll provide practical guidance and tips for honing your selling emotional intelligence.

What is selling emotional intelligence? It's developing your ability to harness your own emotions and those of your potential customers to connect better; to empathize ...