Sales Mindset

Would You Really WANT to Sell Anything to Anyone?

In the recent post, “Can You Sell ANYTHING to ANYONE?” I highlighted that many sales people believe that it is possible to become so good in the practice, art or science of selling that one can close every prospect for any product. Could a sales person get to the point to be able to sell anything to anyone by becoming…

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3 Major Tips For Handling The Christmas Break Objection

It’s that wonderful time of the year again! Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It all looks very good, but I think I will wait until after Christmas…” “We are going to hold off until the beginning of…

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More Sales Superstitions and Phobias

In the recent post, “Do You Have Sales Superstitions?” I highlighted the first three of those unwarranted fears that often adversely affect the positive and confident sales mindset. Sales Superstitions 1.     That Special Suit or Outfit 2.     Sex and Age 3.     The Pre-Sale Ritual If none of those sales false-notions seem to hit home for you, check out the last…

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Do You Have Sales Superstitions?

Are you superstitious?   Do you throw salt over your shoulder when you spill some, or freak out at the sign of a black cat crossing your path?   While your first thought may be that you have no belief in such irrational magical forces, do not be so sure. Even some of the best, highest-level sales professionals, unknowingly suffer from some…

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How To Handle The Prospect Who Is Afraid Of EVERYTHING

How do you handle the prospect that is afraid of everything and everybody?  You know the person I’m talking about.  That prospect who is so paranoid, you wonder how they got the job and how you set the appointment. First, I’ll offer some tips to help you better recognise the Paranoid Prospect (PP), followed by three effective ways to handle…

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A Simple And Effective Way To Keep Your Pipeline Full

You have finally closed that big one!  You have been working on that sale for a long time and no one believed that you could close it, but you did.  However, now you look up and see your pipeline is empty.   You are short on leads, prospects, appointments, everything.   When your pipeline runs dry, it’s like being stranded on the…

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10 Important Tips On Your Professional Appearance

It is true, that you never get a second chance to make a first impression.  As a sales professional, it is imperative that the first impression the prospect gets of you be a good one, and it starts with your appearance.  However, here are 10 subtle, seemingly small items concerning your appearance that many sales people overlook.   Keep these things…

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What To Do When The Prospect Is Very Late For the Appointment: Part III

The prospect shows up 30 or 45 minutes late for the meeting.  You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time.  What do you do? In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s…

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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 people still see the selling situation as a competition between buyer and seller.  It is the outdated “Pitch” mentality. Many…

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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 have huge commission at stake and you need it badly.  Finally, the prospect agrees to the offer.  The handshake ensues,…

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