Planning & Mindset

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…

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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…

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A Powerfully Effective 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…

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How To Create A Winning Sales Process: Step III – Putting It All Together

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle.  Then, in Step II, you designed the individual sales stages.  Now, let us look at what to do with this…

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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,…

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How To Design An Effective Sales Process: Step I – 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…

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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…

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Hot Tips For The New Sales Person

Here is a very interesting question I received the other day from a new sales person.  It is a common problem that sales people who are new to the selling profession or are just starting with a new company; often…

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3 Important Psychological Ways to Prepare for the Sale

Getting your mindset right on your way to the sale is a critical step in your sales process.  While there are several things you need to do to prepare physically and technically, you also need to make sure you are…

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3 Effective Ways to Sell to the Prospect Who Knows EVERYTHING

While there are many different buyer types that you have to deal with everyday, in today’s age of instant information, there is one type that has become quite formidable.  That is the Know-it-all. You know this prospect; the one that…

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3 Effective Ways to Reduce Canceled Appointments

Appointments that cry off at the last minute will cost you a great deal of money.  In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible…

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NEVER Allow the Prospect to Bash Your Competition

One of the biggest and deadliest mistakes sales people make during a sales interaction is to let the prospect downgrade the competition.  In fact, most sales people love it when this happens and usually join in with the prospect in…

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