Sales Mindset

“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires more of a consultative approach….

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3 Great Ways To Help The Sales Team Deal With Change

Some people do not accept change very easily, especially when it means more work and effort. However, change is inevitable, and under good, forward-looking management, it is usually a good thing. Below are three tips to help you take some of the sting out of introducing positive change to the sales team. #1 – More Money Informing the team that the…

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Motivate For SHOW, Manage For DOUGH

As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However, in motivating the team, it is easy to overlook the individual sales person. After a time, you can find yourself…

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To Be A Top Sales Person, Just Follow The BASICS

Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart. However, with all of the millions of tips out there, I believe I can break…

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What Is The Difference Between A Sales Person And An Order Taker?

We have all heard the phrases; an order taker or a sales person. However, what does that mean and what is the difference between the two? Take a look at this analogy… The Eagle and the Vulture The difference between a professional sales person and an order taker is similar to the difference between a vulture and an eagle. Whereas,…

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4 Powerful Reasons To Walk Away From The Price ONLY Prospect

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. This prospect usually leaves you with only two options:…

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How To Forget About WHY You Lost The Sale

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head: 1. Was my discovery period good enough? 2. Did I uncover…

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Stop Trying To Overcome Objections

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections, but let’s face it; if prospects did not object, you probably would not have a job. A Different…

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Take These 2 Steps To Stay Positive When Everything Is Falling Apart

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude, just isn’t going to happen. The fact is that some things can hit you…

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A Big Selling Mistake – Never Judge A Book By It’s Cover

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?” No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have…

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