The Value of Having a Plan

I don’t believe in hard work. I believe in good work. I believe in smart work. I believe in effective work—work that works. The value of having a plan is to keep you moving and keeping the flow of prospects coming in. One of the most important aspects of your plan is to prioritize your […]

Trust After the Sale is What Counts

What it all comes down to is one word: trust. If a customer trusts me, he will buy from me. But I have to be sure that his trust lasts beyond the moment when he gets his car and pays for it. I have to be sure that he trusts me after he has driven […]

Anybody Can Do What I Have Done

I hope you’re not looking for magic words or formulas or phrases to say to yourself in the mirror. Life doesn’t work that way, and business doesn’t either. There are no secrets; there is no magic. The process of successful selling means endless use of your mental resources. The fact is that ANYBODY CAN DO […]

The Fact Finding Session

Professional salespeople will take the time to obtain the information they need to match the right product for their customers by conducting fact-finding sessions, and as the name implies, it’s a series of questions asked of prospects. The purpose of these questions is to investigate the needs of the prospect and to get a conversation […]

A Positive Attitude—The Weapon of Winners

Life is not perfect by any means. If it were, there’d be no challenge to it. We all have our moments of personal joy and tragedy. Whether it’s family, money, or job related issues, we all have our problems, big and small. One thing I never did was to share my personal problems with others […]

Going All or Nothing

There was a time in my career when I needed money so badly that I desperately had to make the commissions on every sale. In the beginning, I lived paycheck to paycheck, and the food put on my table each week, the house payments, and the car payments depended directly on my sales production. It […]

Buyer’s Remorse

There probably isn’t a person alive who hasn’t had buyer’s remorse at one time or another. I’m sure everyone has had second thoughts after making an impulsive, extravagant, or ridiculous purchase. In our fast-moving society, with today’s high cost of living, we often make snap decisions only to wonder later if we acted too hastily. […]

Know Where You’re Going

You’d be surprised at the number of people in all walks of life, in all lines of business, who have no idea where they’re going. I don’t mean where they’re going down the street, or to their jobs, or to their homes, or to the beach, or to the ball park, or local pool hall […]

Fear of Rejection

I believe the number one reason a salesperson oversells is his or her fear of rejection. It doesn’t take a genius to recognize when a prospect is sold on the product, and I give the average salesperson credit for knowing that. Sadly, the guy is just too scared to close the sale because he doesn’t […]

Stay Focused

Keep focused, keep your eye on your goals at all times. Don’t get ahead of yourself. And don’t get big headed about yourself. When you arrive at your place of work, never forget that you haven’t accomplished anything yet. At this point, you’re no different than anyone else until you prove it. There’s only one […]