Planning & Mindset

Sales Skills Test

Only Applicable Knowledge Is Power

I believe someone once said that knowledge is power. I beg to differ however. It is really only applicable knowledge that is power. As a professional sales person, you can have all of the knowledge in the world. But unless […]

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 […]

How To Exude Confidence Without Being Arrogant

There is no doubt that to be successful in sales, you need a tremendous amount of confidence. You have to believe that you can MAKE things happen. You have to believe that you can control destiny. In short, you have […]

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 […]

Never Ask This Question During The Sales Close

You can find a ton of sales training material and suggestions on what to SAY during a sales interaction, especially at the close. If you have been in the world of professional selling for any amount of time, you also […]

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 […]

There Are Only TWO Real Sales Objections

I imagine the title of this piece not only grabbed your attention, but also caused a bit of confusion or even shock. First, let me clarify exactly what I am saying. There are only TWO objections that exist. That’s all; […]

3 Effective Ways To Mentally Prepare For The Sale

Of course, you must prepare for the sales interaction, and that includes making sure the tangible and technical tools are all in order. However, you also must make certain that your mindset is in proper order. Below are three very […]

How To Handle The Prospect Who Trusts No One

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. They are paranoid and suspect of everything and sometimes even sold proof to the contrary does not sway their beliefs. Often there is […]

How To Get LUCKY…In Sales

Does selling have anything to do with luck? Is closing a sale a matter of circumstance and running into the right prospect at the right time? Some will say that selling is all a matter of luck, and one week […]

3 Ways To Lose The Sale After The Prospect Says YES

There are a thousand and one ways to lose the sale during the sales interaction and during the close.  A poor sales interaction that fails to reach its objectives, or not being able to anticipate or overcome objections, is common […]