If you really want to make more sales, create your own Ten Most Wanted List. Identify prospects or companies you want to sell, but have not had current success. Put them on your list. The list will create a focus and urgency you have not experienced before. Post the list where you can see it [...]

Sales people can begin with the end in sight through visualization or some other measurement tool that will put the end in perspective. Let me recount a story that will illustrate this principle: In the early morning of July 4th, 1952, the California Coast was blanketed with fog. Twenty-one miles to the west on Catalina [...]

To quote Albert E. N. Gray, “The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.” This speech given to a group on insurance sales people nearly fifty [...]

All sales people should understand that their financial rewards are in direct proportion to their efforts. In other words, the harder you work the more money you will make. This concept is absolutely true! However, you don’t necessarily need to work twice as hard or twice as long to make twice as much money. Let [...]

For many years I have smiled as I have thought of the nickname for the state of Missouri – “The Show Me State”. Seeing is believing! No statement has ever been more true for sales people. People believe what they can clearly see. So what if you can’t clearly see your goals? If the goal [...]

There are three main saboteurs to a sales person’s success First, the fear of failure. Second, complacency or the desire to retire before it is time. Third, an inadequate level of belief. Let’s discuss each one briefly and learn how to stand-up to their influence and conquer their effects. A person’s fear of failure reduces [...]