Planning & Mindset

Sales Skills Test

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

Keep the Sales Team Motivated: Set Activity Goals

Keeping a sales team motivated and enthusiastic can be difficult especially in slow economic times.  One sure way to help with this is to set goals other than sales goals and targets and reward sales people for reaching them. Every […]

6 Steps To Creating Your Personal Commercial

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is. You […]

The Reticular Activating System And How To Use It In Sales

  There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, […]

How to Keep the Sales Process Going

Here’s an interesting question I just got asked: ________________________ _________________________ “Hi Sean, Unfortunately, I don’t need to think too much about my most burning question for you… It’s an easy one, and I’d title it “How do I keep the […]

Al Pacino’s Inspirational Speech For Motivation

&nsbp; Do you need some sales motivation? If you ever need a little bit of motivation or inspiration, need a kick up the backside or just need to regroup and “go again” If so, then you really need to watch […]

Help My Sales Closing Ratios Suck

I received a great question in my inbox last week that was from a salesperson whose results were taking a dip yet his sales closing ratio was just as high as normal, the pipeline was a full as it ever was […]

Some Will And Some Wont!

Do you or your sales people often take sales rejection to heart? Maybe your team lack that ongoing sales motivation to keep on going and working through the numbers and not taking each sales opportunity as a separate event? We […]