You have frequently heard the statement, “the shortest distance between any two points is a straight line.”  That statement is also true with regards to pursuing a career in sales.  The “straight line effect” is a function of establishing focus and direction in your life.  Focus is not the process of developing a one-track mind [...]

There are many gifts you can give your prospects and clients at this time of year.  Here is a list of just a few: 1.     A listening ear 2.     Great Service, beyond expectation 3.     The perfect solution to their problem 4.     Time 5.     Knowledge 6.     A sincere compliment 7.     A referral 8.     Friendship 9.     A [...]

No one will ever reach perfection and the history of the world has clearly proven that point.  If you are one of those salespeople who believes they are doing their best and there is no room for improvement, your are just kidding yourself.  In reality, you have probably become complacent, lazy, delusional, bored, lost your [...]

Establishing goals provides a measurement tool for your sales performance.  When you are held accountable to yourself or others for reporting your activities you will not just reach your goals, you will exceed them.  Thomas S. Monson is often quoted relating to performance.  He said, “When performance is measured, performance improves. When performance is measured [...]

Salespeople are the face of their products and services as well as the voice of their company.  You are possibly the first thing that the customer sees and the last thing they hear regarding your company and products.  Ask yourself this question, “Do my words and actions represent my products and company in a true [...]

The principle of reciprocity is basic to the foundation of sales relationships.  It is basic to all human relationships. This principle defines the human desire to want to give something back when something is received. This compelling need is strongest when something is given without the expectation of receiving something in return.  The strongest and [...]