The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
The two ends of the negotiating spectrum are win-win negotiating versus win-lose negotiating. Win-lose negotiators see the participants as adversaries.
There is one thing that nearly all successful people have in common that is critically important. They are almost never solitary individuals.
There are several things one can do to up your brain power. Turning off our “auto pilot” can break habits we would rather shed ourselves of anyways.
It’s been estimated that we each have upwards of 50,000 thoughts per day. How many of yours are negative?
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.
Having confidence means you believe in yourself; you trust your own judgment and resourcefulness. Self-confidence is knowing that you have the wherewithal to function reasonably well in the world.
When your need to compete, and be superior to someone else, gets in the way of the best possible outcome for both of you – competition becomes a liability. I’m talking about the kind of person who always needs to be “one up” on other people.