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How can we increase our social awareness to interact with others in a more efficient, inspirational and influential way? In today’s interconnected world, collaborating well with other people is an increasingly important skill. One way of thinking about our social interactions is to use the SCARF Model, which can help us make those interactions more successful. David Rock’s SCARF Model is a summary of important neuroscientific discoveries about the way we interact socially. The model is built on three central ideas: 1. Your brain treats social threats and rewards with the same or even greater intensity as physical threats…

Is a sales weakness holding you back from crushing your quota? Outside sales reps are required to sharpen their skills in a variety of disciplines. It’s hard to keep up with everything—negotiation skills, interpersonal skills, organizational skills—the list continues. What do you focus on when there’s so much to cover? You should target the weakest skill in your repertoire. Take this quiz to discover your sales weakness, and then learn how you can build it up.

Watch more videos on The Secrets and Tips of Field Sales on YouTube here! In my previous blog, I went over how anticipating and tackling a price objection is always better than having to overcome it. But what do you do if you don’t get the chance to anticipate the objection before the prospect brings it up? Well, you can still stay in the driver’s seat of the discussion if you know how to handle this objection.  Pay attention because this is really important, and most rookie sales reps screw this up!

Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Today I want to talk about one of the most common objections salespeople face – when the prospect says: “That's too expensive!” In a perfect situation, your prospect would see that the value they would gain from using your product is much higher than its price. Unfortunately, that doesn't always happen. You'll find yourself defending your price often.  In this blog, I'll show you the best way to overcome the price objection.