Attitudes and Actions

Attitudes and Actions

Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions...
5 Ways to See a Prospect

5 Ways to See a Prospect

Question and Answer: Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls. When is it best to just give up? There is a question we have all asked at one time or another.  As usual, there is no simple answer.  Let’s explore this....
I’m too busy to …

I’m too busy to …

How many times have you said that?  It’s a very common response to almost every request.  Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand.  You are not alone.  Almost every businessperson today has too much...
Creating Long-Term Goals

Creating Long-Term Goals

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal setting is a...
The Three Biggest Mistakes In Sales Presentations

The Three Biggest Mistakes In Sales Presentations

The sales presentation is the ultimate purpose of every sales process, of every sales call, and of every sales system.  The job of the salesperson revolves around the point in time when he offers the customer something to buy. The sales presentation can take a variety...