The factors on the following pages are critical to success in business and sales, and if you have these in place, your success is virtually guaranteed.

Factor #1: Mindset

Mindset is the most important element because with it, the other two will naturally follow. The most important aspect of mindset is having an expectant, positive attitude. Attitude will determine how far you get in life, how happy you will be, and even how long you’ll live. No one with a negative, defeatist attitude ever achieved anything great. Also, people want to be around and conduct business with positive, upbeat people … Read the rest

On the surface, this question may seem like a no-brainer, so let’s begin by defining both of these terms.

When I talk about hard sell, I’m not talking about hammering someone into doing something that isn’t right for him. I’m talking about being direct and getting the prospect involved in what he needs, cutting through fear, denial, and other roadblocks that can stop a sale.

By soft sell, I’m not talking about using touchy-feely language and letting the prospect completely control the process. Rather, I’m talking about listening with empathy and truly understanding your prospect and his needs, putting yourself … Read the rest

After more than 26 years in sales and sales management, I’ve heard many excuses from struggling salespeople. Here are the most popular ones and my thoughts on each.

The Top Excuses That Lead to Sales Failure

• Our Prices Are Too High

First and foremost, if low price were the only factor, there would only be one company in business in each industry: the company with the lowest price. My guess is that you have many competitors. I’m also guessing that the lowest-price provider has the smallest segment of the market, or they’re really close to the bottom. This is because … Read the rest

There are three skills that will allow you to beat the competition almost every time.

• Connect and Build Super‑Strong Relationships

Assuming you have at least an average product with a reasonable price, your ability to build trust and rapport and develop a relationship with the prospect are by far the most important elements when competing. All products and services have advantages and disadvantages, strengths and weaknesses. If people like you and trust you more than your competitors, then even if your product is higher priced and not as good, they will still buy from you. Again, price and value differences … Read the rest

You can absolutely double, triple, or even quadruple your business if you’re committed, but make no mistake, it’s going to take a gut-wrenching, monumental effort. So if you’ve got the stomach for it, put on your helmet, fasten your seatbelt, and follow this plan.

Steps to a Massive Business Increase

Step 1: Start With What Built This Country Many Years Ago

In other words, start with a lot of blood, sweat and tears. No whining, no complaining, no entitlement, just hard work, self-discipline and a great attitude.

Hard work is the reason why the average legal immigrant to this country … Read the rest

The e-mail came in at 9:07 p.m. and I responded immediately. The customer response: “Wow! That was quick. Thanks. Trying to get my staff to deliver those ‘wow’ moments myself.”

The truth is, these days it’s easier than ever to create the “wow” response with customers mostly because customer service, follow-up, and all related business protocol leave so much to be desired. Not only are most companies not delivering “wow” service, most are failing to meet even average expectations. Even though it’s easier than ever to get noticed, there are some definite steps to making sure you step up, stand … Read the rest

I wrote this on June third, so it’s more than likely that by the time you read this, we either have another Triple-Crown Winner in California Chrome, or we don’t. [Editor’s Note: We don’t. California Chrome finished fourth in the Belmont]. Either way, as the Belmont Stakes rolls around each year, I’m reminded of perhaps the most famous horse ever and winner of the Triple-Crown back in 1973, Secretariat. If you haven’t seen the 2010 movie Secretariat, you need to. It’s both inspirational and motivational, the movie provides us with some great sales — as well as life — lessons. … Read the rest

Before you can sell or influence anyone, you have to make a positive connection so they like and trust you. Here are some keys to connecting with anyone.

When in Rome…

If you’ve ever visited a non-English-speaking country, you undoubtedly tried to learn a few words or brought some sort of translation tool with you. Of course you did that so you could communicate and travel most effectively. Perhaps you also did it to show respect. If you didn’t, you were probably viewed as an arrogant American. Also, your trip was probably not as pleasant as it would have been … Read the rest

Not to be clichéd, but in reality most of life and business success is so simple that it borders on cliché. While the saying that “90 percent of success is just showing up” is true, there’s a lot behind that 90 percent. First, most people won’t do the hard work necessary to show up where and when they need to. Second, it isn’t just showing up that matters, it’s how you show up.

What it Means to Show Up

Showing up means your number shows up on caller-ID, it means you physically show up on the doorstep, it means showing … Read the rest

After more than 26 years as a successful salesperson, here is what I know to be true about sales.

Six Sales Lessons

1. If you’re looking for 9-to-5 and safety and security, sales is not for you.

Sales really is the hardest high-paying work or the easiest low-paying work. Top salespeople are extremely hard workers, they get in early, stay late, and most work the weekends. While it’s true that well-established salespeople sometimes cut back a bit on their hours and weekends, when needed, they are still able to call upon a great work ethic and put in the extra … Read the rest

It is said that, on average, every seventh person you meet won’t like you. For some of us it’s one out of two, for others it’s one out of 100. Whatever the case may be for you, when two relatively decent human beings meet for the first time and feel an instant disconnect, it is typically due to a difference in personality types. In this article I’ll discuss how to have the best shot at getting along with all types.

Major Steps for Connecting With Any Personality Type

Know the Different Personality Types

The truth is, there are as many … Read the rest

The good news is, there is a clear, proven path to becoming great at selling. The bad news is, there are no short-cuts or magic bullets; it’s going to take some time, effort, and energy to get there.

Steps to Sales Greatness

• Do what the top salespeople do.

This is the most important step to becoming a top salesperson. It’s simple: If you take the same actions as the top salespeople, you will eventually also be a top salesperson. If you do the same things as a mediocre salesperson, you will be a mediocre salesperson. Find the top salespeople in … Read the rest

Is this finally going to be the year?

Will 2014 be the year that you finally step up, stand out, and live up to what you know you can do, to what you’ve been telling yourself for years that you’ll show the world one day? Do you remember when you used to think about how old you’d be and what you’d be doing in the year 2000? That was 14 years ago. Enough of “next year,” it’s time to make this year “next year” and in order to do that, you’ll have to hit the beginning of 2014 like a … Read the rest

With all the advances in every area of life, you’d think hiring the right salespeople would be an exact science at this point. It isn’t. Hiring the right people is a combination of science and philosophy and you have to use both effectively in order to hire someone who ultimately “makes it.” Here are the aspects to “employ” in order to employ the right salespeople.

Keys to Hiring Top Sales Reps

Hiring tip #1: Only hire employed winners.

An unemployed salesperson out looking for a job is a major red flag. Unless someone’s company just blew up, or there is … Read the rest

These three critical components have always been, and always will be, at the core of success in any endeavor in life. While they may seem obvious at first glance, my twist on them is not.

Three Keys to Ultimate Success

Key #1: Be likeable and get along with other people

Everyone knows that if people are going to buy from you, assuming it’s a substantial investment or the buying cycle is longer than ten minutes, the buyer needs to like you, but Key #1 goes way beyond that.

Key #1 shows up when you’re looked up to, not just by … Read the rest

When I wrote an article a few months back entitled “The Top Five Sales Myths,” the response was overwhelming. As a result, people have asked me to debunk some additional sales fables.

More Top Sales Myths Exposed

Price Is the Most Important Factor

Studies show that only seven percent of people buy on price, 93 percent buy primarily on factors other than price. Mass advertising and low-priced ankle-biters have brainwashed people to think that price is the only difference in products. It is your job to bring people back to reality and change their perspective. You have to remind them … Read the rest

Last month we looked at the groundwork necessary to land that big account and how to get the attention of key people at the account. Now that you have all your ducks in a row, how do you land the account?

Steps to Land the Account

• Set up a meeting with the key people

If you’ve taken the steps I wrote about in the last article in Agency Sales, you’ve either already met the key people at your target account, you’re on their radar screen, or you’re well on your way to both. At this point you need to … Read the rest

It is possible to land almost any account: all that’s needed is the right plan, consistency, and persistence. Of course, before you can land that big account, you have to get in the door. This article will tell you how to get an introduction to the key person or people at that major account. Next month I’ll tell you how to land that big account and keep it for life.

Note: Even if you sell to individuals vs. businesses, you will still pick up some ideas here. After all, even at the largest companies on the planet, you’re dealing with … Read the rest

If you’re going to be successful in sales over the long haul, there are four concepts you need to fully accept and buy into. Missing any one of these will either prevent you from getting off the ground at all, or, if you do get off the ground, missing one of these will sabotage your long‑term success and happiness.

Four Ideas to Take Control of Your Sales Career

• It’s not about chasing the sale.

Almost everything you chase runs away, and you probably don’t want any part of the things that don’t run away. It’s recently been proven that even … Read the rest

While a lack of sales can be caused by something other than not having enough prospects, generally speaking, most salespeople who miss their numbers do so because they have far too few selling opportunities, which is usually caused by having far too few qualified prospects. Following are some ideas to ensure you never have this problem again.

Ideas to Get All the Prospects You’ll Ever Need

• Spend at least four hours a day prospecting.

Yes, four hours, that’s not a misprint. In order to get a sufficient number of leads, you need to spend a significant amount of time prospecting. … Read the rest

You can give a salesperson all the sales skills training in the world. You can lay everything out and tell them exactly what to say and do in each and every situation and yet, if they have either of the two afflictions I’ll talk about here, no amount of sales or product training will help them. When a salesperson fails over the long haul, it is always a failure in activity, a failure to do the things necessary for success. Below are the two reasons salespeople ultimately fail to do the necessary work and, in the end, fail to sell, … Read the rest

As someone who has been in sales for more than 24 years, and now as a sales trainer, speaker and coach, I continually hear debate over the following sales myths. In this article I will expose and throw light on these top sales fairytales.

Debunking The Top Sales Myths

Sales Myth #1: Sales is NOT a Numbers Game

The more people you talk to, the more business you will do; even a blind squirrel finds a nut if it keeps looking. Granted, you want quality behind the numbers and, depending upon your business, it may be helpful to conduct some … Read the rest

By the time you read this we’re a few months into 2013, and a good portion of the year is already gone. How’s it going so far? How are you doing with your New Year’s resolutions, if you made any? Are you on track to achieve your personal and professional goals this year? If you’re not on track, these ideas will get you on track and caught up. If you are on track, these ideas can help you achieve your goals even faster and go even further.

Keys to a Highly Successful 2013

• Why do you want to have your

Whether you are relatively new, or simply want more new business, the following ideas will help you do it quickly and effectively. While some of these are more subtle than others, all are important factors when growing your business.

Finer Points of Increasing Sales

Spend three to four hours a day prospecting — Your most important activity when building a business is filling your funnel with lots of prospects who are ready, willing and able to invest in your product. While items such as closing, a solid presentation, and good follow-up are important, having lots of good, qualified leads is … Read the rest

One of the most frustrating aspects of selling is having a great list of potential leads and then being unable to actually get through to and speak to those people. It may be a receptionist with bullet-proof teeth, the person you never seem to be able to get on the phone after the initial contact or that won’t get back to you, that no-soliciting sign, or that nagging question: How do I continue to chase this person without being a pest or seeming desperate? Here we’ll look at the quickest ways to get past these obstacles and talk to the

These days I hear many excuses for reps losing customers. The most prevalent by far is price. “The other company had a better price. There was nothing I could do.”

While price is always a factor, very rarely is it the main consideration when considering a switch, the best estimates put the percentage at about seven percent. The reality is, many reps simply aren’t building strong relationships and they use price and other excuses when the customer naturally goes elsewhere. If you build a strong relationship and keep customers happy, they won’t jump ship the first chance they get. Also, … Read the rest

Vince Lombardi, the great Green Bay Packers coach, once said that football comes down to only two things: Blocking on offense and tackling on defense, and those are the basics his teams spent 80 percent of their time on in practice.

Red Auerbach, who coached the NBA’s Boston Celtics to eight consecutive championships, is known for having players practice shots over and over again from very short distances and even while standing right under the basket.

Lombardi, Auerbach, and all other great coaches have always taught the importance of focusing on the basics in order to be successful. In this … Read the rest

You hear it everywhere you go: “Sales are down because of the economy. My customers simply aren’t buying as much.” There are some people out there saying the economy doesn’t matter; it’s what’s going on in your own head that matters. While it’s true that what goes on in your brain is always more important than outside circumstances, the economy is still what’s affecting many businesses. If yours is one of them, put the following ideas into practice and you’ll find that the effect on you will be minimal, and in fact, you may notice no change or even a … Read the rest