Planning & Mindset

Sales Skills Test

The Seven Habits Of Sales Excellence

Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will never be forgotten. His […]

How To Become The Best Salesperson In Your Industry

We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, one seems to crop up more […]

The Golden Rule Of Sales

There isn’t just one rule of selling, of course. When many salespeople get together to chew the cud, the discussions often get round to comparing their best sales lines, closing techniques and high-profile customers. Ask any of them and they […]

Overcoming The Fear Of Failing In Sales

The sale is the most important aspect of any business. No matter what you make, no matter what service you deliver or what you do – unless you persuade enough people to pay you for doing it you don’t have […]

10 Qualities That Make A Super-Salesperson

  All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork, asking for the sale countless times and overcoming sales objections time and time again if the orders aren’t coming […]

Become A Thought-Leader To Add Value

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their marketing positions. Branding, though, can be lost in the […]

Positioning Yourself As A Sales Professional

Your brand is what goes before you. Everything you do reflects on that brand. Your image can be enhanced or stained depending on what you do or say to or with prospects. Branding is a professional statement of what your […]

The Prospect BUYS And Then Cancels The Sale?

If you have been around the world of professional selling for any length of time, then you have probably experienced the following baffling, sometimes even shocking turn of events: The sales interaction went flawlessly and the prospect was interested and […]

3 Successful Sales Habits

Most reputable dictionaries define a “Habit” as… “An acquired behaviour pattern regularly followed until it has become almost involuntary…” So, can you develop certain sales habits so that being successful in sales becomes almost involuntary? I will not get into […]

Are You A Sales Person or Sales Professional?

Over the years, it seems the concept of a “Professional” has lost its lustre. The word “professional” is loosely defined most simply as, “Someone who gets paid for what they do…”, and that may apply to many professions. When it […]

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 […]

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 […]

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 […]

The Take-Away Sale Can Be A Great Sales Closer

  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 […]

How To Use The Sales Value Equation

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

How 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 […]

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 […]