Planning & Mindset

How To Handle The Prospect Who Trusts No One

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is…

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How To Get LUCKY…In Sales

Does selling have anything to do with luck? Is closing a sale a matter of circumstance and running into the right prospect at the right time? Some will say that selling is all a matter of luck, and one week…

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3 Ways To Lose The Sale After The Prospect Says YES

There are a thousand and one ways to lose the sale during the sales interaction and during the close.  A poor sales interaction that fails to reach its objectives, or not being able to anticipate or overcome objections, is common…

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How To Make The Extraordinary, Ordinary

To be a top sales person requires the ability to go above and beyond the norm every single day. As a professional sales person, your job is to do things that are quite remarkable on a routine basis. Incredible Think…

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Do Not THINK About Closing the Sale

There are a million tips all over the world on what to do to help you close the sale. You can find all sorts of tips, tricks, and magical scripts, as well as a bunch of pat answers to objections….

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Overcoming The Fear Of Rejection In Sales

You may have heard of the dreaded “Fear of Rejection,” or “Phone Phobia.” Those dreaded mental and psychological blocks that hamper and even destroy sales success. To have a fear or apprehension of rejection is actually a very natural human…

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Do You Have A Mental Sales Block?

While you may not throw salt over your shoulder when you spill some, or dread the sign of a black cat crossing your path, you may still suffer from a few sales superstitions that block sales success. Negative experiences with…

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How To Get The Money Off Your Mind When Closing The Sale

Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of…

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The 3 Most Costly Prospecting Mistakes

Below are three clear and simple mistakes that sales people routinely make while prospecting. Prospecting mistakes are the most costly problems because most sales people and sales management never actually realise the full affect of prospecting errors. What You Can…

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Level The Playing Field For A Great Sales Contest

It is easy to spend a small fortune on sales contests and incentive programs designed to motivate, stimulate and reinvigorate the sales team. However, you may have found that such programs meant to motive, can end up having the reverse…

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The “Take-Away” Can Be A Great Tool To Close Sales

For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and deny…

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In Sales Management, The Time To Motivate, Is Not Always The Time To Educate

As a sales manager, director or other frontline supervisor of a sales team, you will often have to help sales people correct mistakes. There are times when you absolutely must teach, correct, fix, train or rectify problems and sometimes you…

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