Category: Managing Yourself

Can’t Close the Sale? Whose Fault is It?

Are you blaming the prospect when you can’t close? Are you telling the boss it’s the prospect’s fault that you can’t set an appointment, or they won’t order now?

Sell More by Accentuating the Positive

It’s been estimated that we each have upwards of 50,000 thoughts per day. How many of yours are negative?

These Are the Top Prospecting Challenges for Sales Reps

Sales professionals are having a difficult time prospecting, and often, are coming up short. A survey found that cold calling and prospecting are two pain points for reps today.

Three Steps to Trade Show Success

id you know that 77% of executive decision makers found at least one new supplier at the last trade show they attended? Trade shows hold a lot of opportunity for new business, but reps need to work for that new business.

How to Update Your Elevator Pitch for 2019

It’s time to update your elevator pitch. Jeffrey Hayzlett, Chairman of the C-Suite Network, has some tips for you.

How to Keep Calm and Pick Up the Phone

Even if you’ve been in sales for years, it’s likely you still feel a little anxious before picking up the phone to call a prospect.

A Winning Image Starts With a Good Self-Image

A good self-image doesn’t follow success – it precedes it, as Robert L. Shook says in his book Winning Images. Someone saddled with a poor self-image may fool some people some of the time, but eventually they’ll fail, unless they comes to grips with their basic self-image.

How to Be A Great Salesperson in 2019

How are you feeling at the beginning of this new year? Do you feel like you’re the best at what you do? If not, it’s time to change that.

Got sales goals for next year? Here’s how to achieve them.

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year?

Return to Resilience and Increase Your Sales

Resilience is a measure of how much you want something and has to do with your emotional strength. For instance, how many cold calls can you make in a row that all turn out to be, “No, thank you.”?

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.

The One Thing to Forget When Selling

To be successful in sales, forget that you are a salesperson. Sounds weird, right? But having this mindset will help you focus on what’s REALLY important when selling.

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