Planning & Mindset

Should You “Wing It” or Have A 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…

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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…

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3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The 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….

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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…

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Can You Sell ANYTHING to ANYONE?

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…

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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…

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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…

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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,…

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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…

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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…

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What To Do When The Prospect Is Very Late For the Appointment: Part III

The prospect shows up 30 or 45 minutes late for the meeting.  You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time.  What do you do? In…

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What To Do When The Prospect Is Very Late For the Appointment: Part I

You have set a solid appointment, and immediately sent an email verifying the meeting information.  You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. appointment a proper 15 minutes early. …

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