The “Likeability Factor” Means a Lot in World of Sales

By Colleen Stanley images

Companies invest thousands of dollars in technology, research and development, and process improvement — all to add to the top and bottom lines. These are all good strategies to win and retain business. But even with these improvements, companies struggle to achieve sales quotas.

Maybe it’s time for companies to install a system to improve their sales team’s likeability quotient. Likeability leads to trust, and trust is the foundation of good relationships. It’s important to remember the common phrase used in the sales profession: “All things being equal, people buy from people they like.”

Think about your own decision-making process. When you’re getting ready to choose between two companies with comparable offerings, which one do you choose? More than likely, you choose the company with likeable people on its team.

A client recently shared a success story during training. He had just landed a new customer, beating out other companies vying for the project. He asked the client what made the client choose his firm. The answer surprised him: “It just felt better around here.” Not the typical answer you might expect, such as, “Your solution was better, I felt your quality was superior.” Nope, likeability won that new client.

So what makes a salesperson likeable? And can you actually teach someone to be more likeable? The answer is “yes.” Make it a goal to study likeable people and duplicate their best practices. Here are three of them.

How to Execute Strategic Sales Questions

By: Nick Kane ( – Janek Performance Group


The philosophy behind strategic questioning is to encourage a dialogue which creates or discovers information rather than just communicating information that is already known. By asking thoughtful questions and considering the answers before moving forward, the thinking is that the conversation can evolve beyond the usual and predictable outcomes. […Continue Reading…]

Qualifying questions: What to ask your sales prospects | ZoomInfo

In order to figure out if a lead is qualified or not, you must first understand some basic information about your prospect. Continue reading to learn about the best questions to ask a prospect to get the information you need.

What other information do you use to determine if a lead is qualified?

Qualifying questions: What to ask your sales prospects | ZoomInfo.

Qualifying Questions


Overwhelmed By Your App Options? Try These 10 Must Have Apps For 2014 – Forbes

With new apps being created every day, it can be hard to sort through which will work best for what you need. Continue reading to find 10 apps that include everything from travel accommodations, exercise routines, and even the best way to get around.

What app on your phone do you use most often?

Overwhelmed By Your App Options? Try These 10 Must Have Apps For 2014 – Forbes.

apps phone

12 Things Successful People Do Before Breakfast |

For many successful people, the early mornings are reserved for exercise, personal projects, and even meditation. Learn what other activities they perform in these early hours and how you can make them a habit too.

Does your morning routine include any of these activities?

12 Things Successful People Do Before Breakfast |


6 Productivity Hacks for Sales Managers | InsightSquared

Written by Lindsay Kolowich | InsightSquared

It’s easy for sales managers to get caught up in day-to-day sales activities and not have enough time to focus on high level tasks. Learn about 6 productivity hacks that will help sales managers and their team of sales reps become more efficient during the day!

What do you do to focus on high-level tasks during the day?

6 Productivity Hacks for Sales Managers | InsightSquared.

productive people

10 Ways to Boost Your Sales Success

By Erica Stritch (RAIN Selling Blog)

Wouldn’t it be great if there were a silver bullet that would make you more successful in your sales efforts? One thing you could do to really boost your sales success?

I hate to disappoint, but the reality is, there is no silver bullet. Sales success takes hard work and commitment along with skill and savvy. images

While there is no one thing that will work for you, there are a number of things you can do to help boost your overall success. You can start by following these 10 sales tips.