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Using storytelling to capture the lessons learned from your best and worst sales calls. The post Story the Call: How to Learn from the Best (and Worst) Sales Calls appeared first on Paul Smith.

Sales Hall of Fame president Steve Benson joins me to talk about a clever sales tool Badger Maps, as well as specific problems and solutions for salespeople during the pandemic. The post Sales Hall of Fame President on Selling Well During a Pandemic appeared first on Paul Smith.

Great at LinkedIn author Mike Sweigart joins me to talk about some of the best -- and worst -- things you can do on LinkedIn to help market you and your brand The post How NOT to Sell Yourself on LinkedIn appeared first on Paul Smith.

Today, Jason Cutter is a sales success architect who coaches and trains successful salespeople. But in his past, he had several sales jobs in the trenches where he made the same kind of mistakes most of us make early in sales. Jason joined me this week to share two of his early mistakes and what we can all learn from them. The post No Regrets Selling and the Paradox of Choice appeared first on Paul Smith.

If you'd been in one of Mark Bowser's customer service training classes in Indianapolis in the late 1990s, those are the first words you would have heard him say as he introduced himself. The post “These are not my pants!”: A Loyalty-Building Story for Salespeople appeared first on Paul Smith.

Just because you've closed the sale doesn’t mean the need for storytelling has ended. In fact, the best salespeople continue to use storytelling after the sale in three primary ways The post 3 Ways to Use Storytelling After the Sale appeared first on Paul Smith.

Mike Weinberg is pissed off. And if you work in sales, you should be, too. And that very righteous anger is directed at people in his own industry -- the sales coaching and training business. In particular The post Getting Past Procurement and Having Fun Doing It appeared first on Paul Smith.

This is the most creative use of storytelling in closing the sale that you're ever likely to come across. The post Coaching the Breakup – Helping your Prospect Fire Their Current Supplier to Make Room for You appeared first on Paul Smith.

Do you really need empathy to be a good sales rep? My podcast guest this week says no. He's Nicolas Vandenberghe, CEO of Chili Piper. The post Salespeople: Steve Jobs Didn’t Need Empathy, So Why Should You? appeared first on Paul Smith.

What’s the difference between ethical persuasion and manipulation? That was the primary topic of my conversation this week with Brian Ahearn. And it’s an important difference that any salesperso The post 7 Principles of Ethical Persuasion appeared first on Paul Smith.