Category Archives: Attitudes & Behaviours

Peak Performance in Prospecting

Building on from last week’s topic ‘The Optimistic Sales Professional’ I thought I would extend the theme further and explore the topic of ‘Peak Performance in Prospecting’. A peak performing prospector is a salesperson who displays passion, self motivation and results focus. They are disciplined in their approach, evaluate and purse viable opportunities while remaining […]

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The Optimistic Sales Professional

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. An increasing body of research is showing that keeping an optimistic outlook, and having the physical energy to meet the demands of working in sales are critical […]

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Watch who you let near your mind

With the Sub-prime market issue in the US and its effects on countries and the world’s stock markets featuring as a daily major news item at present who can blame people for getting a bit nervous and worried about the future. You can see it with the panic selling of shares and so forth. However […]

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A Car Sales Story with a difference

Is there such as thing as a ‘good’ car sales story? My husband and I recently bought two new cars over the Christmas break. We initially went in to buy one car. It wasn’t a Christmas splurge if that’s what you’re thinking – nor was anything it like the recent press on luxury cars and […]

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Meditation as a path to Happiness

  Season’s greetings to you, your teams and your families. I have enjoyed sharing my opinions, ideas and work with you over this year. I hope it has supported you in some small way to achieve your goals and endeavors and I look forward to being of service to you all in 2008.   Now […]

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Don’t tell me it’s out of your control

‘It’s out of my control.’ ‘I can’t do anything about it.’ ‘I’m just the sales person.’ Sales people who sell in equipment and service contracts take note. This story is about you and your responsibility to the customer for the life of the sale not just the initial sale of the machine and the signing […]

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You’re on show

Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They are assessing your every word and action. They are looking beneath the surface and are wanting to see the real you. Many people are now […]

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Broken Promises & Bagging the Competition

Watching the antics of all the parties in the Federal Election, especially the two major parties, and how they go about trying to convince the electorate to vote for them, has reminded me about what NOT to do in sales: Make promises you cannot keep Bag the competition Nothing irks customers more than sales people […]

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A Time To Reflect

I don’t know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the things I have learned over the years. Conscious reflecting on sales has now become almost a daily occurrence for me, especially, since I have been […]

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Learn to say ‘NO’

Giving away the margin and undercutting your prices because you can’t say ‘NO’ is no good for anyone. It devalues you, your product, and your market. If done on mass then customers expect ‘cheap’ all the time, not fully appreciating the real value of the products or services they buy. All you do is risk […]

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