Sales Mindset

How To Turn Failure Into Success In Sales

Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with it!) What I’m referring to is the fact that no-one goes through life being successful every time. The only way…

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How To Read Your Prospect’s Mind

Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually easier than you might think. Especially if you know what you are looking for. A few years ago, neuro-scientists and psychologists recognised that humans think and…

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The 2 Biggest Fears Of Selling

Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You and 2) The Fear Of Making A Mistake From Your Client Let’s look at these a little more closely: The Fear Of Rejection From You A lot of sales people don’t make as many…

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5 Ways To Create, Develop & Maintain Optimism As A Salesperson

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t…

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10 Ways You Know You’re A Sales Person

It’s completely normal to pick up on small habits when working in sales, whether you’ve been in the role for a year or for ten! But how do you really know you work in sales? We’ve put together a funny video including all the ‘sales person signs’. Take a look at it below: Well what did you think? Relatable? I thought…

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3 Techniques To Pick Yourself Up After Losing A Sale

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have…

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All Successful Sales Directors Share This One Trait

If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would…

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4 Reasons Why You Should Not Focus On The BIG Deal Only

Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Please don’t misunderstand me. I am an advocate of going after and securing the huge career-making client. Yet, you…

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Want To Be A Successful Salesperson? Don’t Do These 5 Things!

You’ll have read lots of information on what you need to do to improve your sales. I have thought about it from a different perspective and come up with things that you shouldn’t do! Keep away from these concepts and you should avoid a lot of the traps associated with failure, many times without even knowing the reasons why. Don’t…

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3 Times When You SHOULD Take NO For An Answer

Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line. The line I am referring to is the one where you go from being a professional, confident…

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