Articles

One of the major reasons for mediocre sales performance is that salespeople go off in one direction or another without any clarity on their ideal prospect. They have no sense of control and they bounce all over the place. Identify Your Ideal prospect as crystal clear as possible.  What are their characteristics and qualities?  Where […]

Recently, a top performing real estate agent, who weathered the economic reset without major trauma to his career and earnings, disclosed the key to his success. His optimistic, energetic mindset around selling is noteworthy. He shared that the day that he “got” that he is a professional lead generator first and foremost who happens to […]

No one likes to be referred to as a “victim.” However, no matter how successful most people are, they go “victim” throughout the day in many different dynamics. The key is how fast they bounce out of “victim” into “responsible/solution” mindset, emotions and action! Victim “sounds” like: “That prospect told me to call them back […]

There comes a time when it’s time to “stop” making up stories that make you miserable. When you reach out to prospects and they are not responsive, what do you make it mean?  Do you make it mean that they don’t like you?  That they don’t like salespeople?  That they love their current supplier or […]

No more putting band-aids on Sales Call Reluctance. Fear is a mental response to a perceived threat. At the core of Sales Call Reluctance are four (4) blocks: Limited beliefs Assumptions (experience plus emotion) Perceptions/interpretations Inner critic that sits on your shoulder and whispers doubts in your ear. Identifying your energy blocks is key to […]

Closing a sale and making dollars is a result of “doing what you do.”    All salespeople love closing sales!  However, to really understand your value and understand what makes you different in the marketplace, I highly recommend you ponder on the “why” behind what you do. Most salespeople will answer “because I like to […]