The SHERPA Methodology is a system I use to help salespeople communicate on a deeper level with their prospects to build more trust and create stronger client relationships.
I get it; you probably think you don’t need a sales process. Maybe you don’t; I certainly didn’t for a very long time. But I’ve since come to realize that A) it will probably make your life/career a lot easier, and B) the best sales method shouldn’t feel like a tactic or method at all. …
You’ll find tons of tactics and techniques when you want to learn how to have highly effective sales conversations. Some will be great; others might be pushy and manipulative. And that doesn’t sit well with everybody. And sales training doesn’t often help because that’s more focused on the products or services, not how to …
Do You Want More Effective Sales Conversations? Lead With Skepticism! Read More »
Believe it or not, if you want to know how to be the best salesperson, start by considering the traits of professionals who serve others. When you ask somebody to think about the most helpful professions, they’ll probably say teachers, medical professionals, emergency responders, or clergy. Understandably so. Salespeople… probably won’t be anybody’s answer. …
If you google what the characteristics of successful salespeople are, empathy is typically high on every list. It’s the E in SHERPA for a reason. Unfortunately, few people actually experience empathy from the salespeople they deal with. Why does this dichotomy exist? If salespeople know they should be empathetic, why don’t we sense that …
There may be a lot of debate about what makes a sales rep successful, but I believe it comes down to six traits everybody can gain or improve. I call these traits SHERPA. SHERPA is a sort of sales approach without really being one. It’s more about communication and mindset than the “sell, sell, …
Learning how to do anything in life takes plenty of practice. Yes, that includes learning how to be a successful sales rep. It doesn’t happen overnight. The problem is that most salespeople aren’t given the space or time to practice. Most aren’t even given a suggestion to find it themselves. That’s why having a …
If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about what I believe to be the various essential traits of a successful salesperson. I came up with an acronym that lists these traits and embodies what a salesperson does. They use their knowledge and experience to lead people …
