Monthly Archives: January 2018

Using your body to minimize the physical effects of hearing NO is a key part of your sales training for consistent sales. In the previous post, you learned that buyers can sense when you are upset or discouraged by NOs. How can you minimize the physical effects of hearing NO? The answer is to fight......
Continue Reading →
  An essential part of your sales training is using your physiology-your posture, movements and facial expressions–to minimize the effects of hearing NO from prospective buyers. In a previous post, we discussed the emotional effects of NOs.  Well, if that wasn’t enough fun, here is some more great news: There are also physical effects of hearing......
Continue Reading →
An important part of your sales training is understanding and addressing the emotional effects of NO has upon them. It seems like some salespeople are to be less affected by NOs. They are prospecting machines that can work through the numbers day after day with amazing consistency. I was never one of them. I admire the......
Continue Reading →
The foundation of your sales training is discovering your WHY?  Your WHY is important to your success as a sales professional because it affects your performance each workday. Discovering your WHY will energize your selling day. A “blah” WHY, will lead to lethargic non-performance. For example, if you see your work as simply “paying the lousy bills”,......
Continue Reading →
An important part of your personal development as a sales professional is identifying a clearly defined WHY that energizes you to prosper in selling. Do you know your WHY? When at a social gathering and someone asks what you do for work, how do you answer? You could answer that question on several levels. One level......
Continue Reading →