Planning & Mindset

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales mistakes and blunders in the sales process or in closing are much easier to recognize and…

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Top Five Reasons Sales People Fail

Sales people can find dozens of reasons for failure, as can many sales managers and supervisors.  However, there really aren’t a whole lot of reasons for failing in professional selling.  The reasons may come in all kinds of shapes and…

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Let’s Get Rid Of The PITCH And The PITCH Mentality

I don’t know exactly how in the world the word “Pitch” ever became associated with the world of selling. I do know that I personally do not care for the term. So many sales people and organisations still talk about…

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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…

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What Happens When 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…

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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…

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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…

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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…

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You Are A Sales Person; But Are You A 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…

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There Are Really Only TWO Sales Objections In The Whole World

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;…

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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…

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