Having belief in your product or service is almost as important as having total belief in yourself and indeed in some cases it is just as important. If you haven't got total belief then you are just conning your customers into buying something you wouldn'...

In sales, it is vital to have trust, just as in any other relationship in life. When I say trust there are a couple different areas that I am referring to: -Trust in yourself that you truly want to help the customer -Trust that you can help -Tru...

Managing your sales career should be just like managing a business. Since it is not the same as working a 9 to 5, you need to make sure that you are disciplined and organized in the way you coordinate all of your daily duties. Therefore you should manage ...

In the sales industry many times we have our own standards and the ways we would like to present to our clients, and we are just adamant about touching every planned point of the presentation. You need to know, it is not always necessary to presents the e...

As all of you who know me or my teachings will know that in order to achieve you must have the right mindset. What the mind can see and believe it can achieve But having the right mindset and having total belief will not work on its own. You will a...

If confusion breeds chaos, what does organization breed? SUCCESS! That's right. There is always a decent order and way to run things. Order is used to keep us on our toes, and prioritize out tasks. Getting organized can mean many different things in th...

We have heard the phrase over and over again, "That the Grass isn't always Greener on the other side". Yet we always manage to be in somebody else's yard and checking out what they have. This is a terrible trap that many of us as new salespeople fall...

If there is one area in sales training that really annoys me more that any other is CLOSING. To me closing is nothing more than an insult to human intelligence. The people that you are trying to manipulate by using smart statements are your present and mo...

Have you ever been through an entire presentation, or even an introductory presentation and then was told that you needed to talk to the decision maker? Not only was it a waste of your time, but for the other person as well. So make sure that anyone and e...

In sales, as in any other industry, we have a foundation to lay in order to perform the rest of the necessary tasks. The preamble is part of laying the foundation for the "10 Point Sales Sequence". The preamble is vital, it is where "I close" the deal,...

There is an old but very true saying: "You don't get a second chance to make a first impression". So if you are going to work in the $100,000 plus market place, then you must, dress, look, and act the part of a professional and in a very short space of t...

You may have heard the saying before, "What the mind can see and believe it can achieve". But How? I hear you say. By changing your mind set. This will not happen overnight as it takes about 30 days to do it if you are working on it daily. All you do ...

A broad general outline is that the market is divided into two sections. 1. The Domestic Market where you are selling to the public. The lion's share of this market is the retail sector but it also has huge direct sales market as well. 2. The Corpora...

A good way to view our clients is as people introduced to us by a mutual acquaintance and we are helping this person consider how best you can be of assistance to them. We have just met these (potential clients), so we don't want to scare them away by ...

When you are in search for a company to work for, or I shall say represent you, there are many key factors to use. I say represent you, because you are representing the company, this is true and at the same time what that company represents is what the cl...