Planning & Mindset

Sales Skills Test

Why You Should To Walk Away From The Price ONLY Prospect

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, […]

How To Forget About WHY You Lost The Sale

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could […]

Retail Salespeople – Never Judge A Book By Its Cover

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?” No matter how hard we try, often it is difficult NOT […]

4 Ways To Oversell Yourself Right Out Of The Sale!

Can you oversell your product or service? Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? In a word, YES! Here are four common ways that you […]

What Is A Sales Slump?

“I’m in a slump right now…” “Our sales are in a slump…” We hear this terminology all the time in the world of professional selling. However, just what is a sales slump anyway? Most sales people refer to a sales […]

How To Earn A PhD In Sales

Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How do […]

Should You Own The Product That You Sell?

Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If […]

How To Inspire Sales People To Do Their Best

The sales team works hard. Most put in long hours, study diligently and follow the plan. However, are all doing as well as they can? Are all of your sales people actually working as hard, trying has much and giving […]

“Wing It” or Structured Sales Interaction?

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “Pitch.” Such was a primary […]

How To Overcome The Fear Of Rejection In Sales

A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to […]

NEVER Reveal The Price Until You’ve Built Value

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. […]

Would You Really WANT to Sell Anything to Anyone?

In the recent post, “Can You Sell ANYTHING to ANYONE?” I highlighted that many sales people believe that it is possible to become so good in the practice, art or science of selling that one can close every prospect for […]