Sales Mindset

4 Ways To Oversell Yourself Right Out Of The Sale!

Can you oversell your product or service? Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? In a word, YES! Here are four common ways that you can actually lose a sale after it’s done and dusted! #1. Continue to push benefits after a buying decision The…

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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 I become a top sales person?” Well, let’s relate the selling profession to other professions. In many areas, one way…

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Should You Own The Product That You Sell?

Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”…

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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 it all they have? In short, are they doing their very best? Below are some effective ways to help you…

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3 Effective Ways To Eliminate Your Competition During Your First Contact With A Prospect

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Although you may get many chances to do this during the sales process, the best time to differentiate yourself is in the very beginning. Here are three powerful ways to help you eliminate your competition so they could ultimately respond…

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Should You “Wing It” or Have A 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 tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the…

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How To Push Your Prospect’s Hot Buttons

“Find the prospect’s hot buttons!” “Push their hot buttons!” We’ve heard these thoughts before; but what do they mean? Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? How do you push those so-called buttons anyway? How do these hot buttons help you close sales? Exactly what is a…

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A Simple Way To Refocus On Your Selling When You’ve Been Distracted By Events

It’s only normal and human for family problems, health concerns, financial issues and even the state of the ozone layer to sometimes flood your brain and distract you from optimum performance. You may have also found that simply to, “Put such thoughts out of your mind…” is much easier said than done! One way to deal with distractions that hamper…

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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 begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of…

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4 Reasons Why Prospects Fear Cold Calls

We have heard for years about how much today’s consumer detests receiving the dreaded cold-call. We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. As a result, there are tons of training and tips on how to handle such obstacles…

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