Planning & Mindset

Sales Skills Test


Is it true that the best sales people can sell anything to anyone? Are you one of those rare few in the world of professional selling that has the ability to sell virtually any product to any prospect? You have […]

More Sales Superstitions and Phobias

In the recent post, “Do You Have Sales Superstitions?” I highlighted the first three of those unwarranted fears that often adversely affect the positive and confident sales mindset. Sales Superstitions 1.     That Special Suit or Outfit 2.     Sex and Age […]

Do You Have Sales Superstitions?

Are you superstitious?   Do you throw salt over your shoulder when you spill some, or freak out at the sign of a black cat crossing your path?   While your first thought may be that you have no belief in such […]

How To Handle The Prospect Who Is Afraid Of EVERYTHING

How do you handle the prospect that is afraid of everything and everybody?  You know the person I’m talking about.  That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. First, […]

How To Create Urgency In The Sale

The sales interaction went well.  The prospect seems very interested, and you cannot see any objections.  However, you also cannot see any urgency, as the prospect feels they can wait.  You offer a price discount as an inducement, but still […]

10 Important Tips On Your Professional Appearance

It is true, that you never get a second chance to make a first impression.  As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your […]

You And The Prospect Are On The Same Side

It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person.  Your job is to help; to be of assistance, to serve. However, too many sales […]

Don’t Get Too Excited After The Prospect Says “Yes”

You are in a selling situation, closing and asking for the order.  The prospect is objecting.  You are dealing with the objections, negotiating.  The situation is tense and volatile and there is a ton of money on the table.  You […]

A Powerful Sales Contest To Motivate Your Team

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty.  Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. Below is a powerful […]

The Sales Process: Step II – The Sales Stages

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients.  In the first step in creating your sales process, […]

Designing An Effective Sales Process: The Total Time

The Sales Process is your guide; your step-by-step road map to sales success.  To reach any goal or objective with consistency, you need a plan.  The Sales Process is your plan, your blue print on how to turn a lead […]

How Much Time Do You Invest In Your Profession?

Everyone in the business of selling wants to be the best in their field, earn a high-level income and have a rewarding career.  However, most sales people do not take the steps necessary to achieve their career goals.  Here is […]