Sales Mindset

Why Most Closing Techniques Just Suck

If you have been around the world of selling for any real length of time then you have to have said to yourself, “This close sucks!” At least once in a while you have to feel that most of the so-called closing techniques, tips, tricks and magical scripts, just don’t hold much water today. The reason for this isn’t so…

Read More

In A Slump? Not Sure Where Your Next Sale Is Coming From? Try This…

“Momma told me there would be days like this…” is sometimes all you can say when it looks like nothing is working. Suddenly, you can’t seem to close, leads have dried up and you don’t know what is going to happen next. This stinking thinking is usually followed by radical changes to the sales presentation. When that does not work…

Read More

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 calculate. However, since prospecting mistakes often result in sales opportunities that never actually made it into the “loop,” it is…

Read More

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 their pitch or making their pitch or pitching the prospect. But if you just think about this for a minute,…

Read More

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 you know how to apply that knowledge to help the buyer; it is useless. However, when you can use your…

Read More

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 enthusiastic throughout. During the close, the prospect offered a couple of routine objections which you easily overcame, and you closed…

Read More

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 to believe that you can do the impossible. I Am Invincible So, as a sales professional you not only take…

Read More

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 the psychology or methodology of developing habits. However, here are three simple actions you can take that if done often…

Read More

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 know that asking the right questions is critically important. However, in this short and sweet piece, I want to focus…

Read More

Should You Worry About WHY You Lost The Sale?