I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than other salespeople in the same company.
So you are probably asking yourself – how is it that they can make six or seven figures and you are struggling month by month to make ends meet and …

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are.
Call on a thousand average people to whom your proposition is salable. You’ll find the self-same objections on the lips of the majority of them. And these objections, boiled down and standardized, resolve themselves into a very small number.
For instance, in the paint business the standard objections are:
(a) “Too much money tied up in present stock to …

During my workshops and seminars I am regularly being asked for my opinion on what is needed to be successful in sales. Here it is – a short list of things that every salesperson needs to do regularly, day-by-day, week-by-week, to ensure the continuous success in sales.

Never ever stop learning
Stay positive
Take time off
Stay in control of your emotions
Work with decision makers exclusively
Set your selling quota
Stay committed
Put the rubber on the road, not on the carpet
Stick to the system
Watch your language, appearance, and behavior
Get organized
Set small goals
Prepare a “to do” list …

There are three different channels through which you make impressions upon customers with whom you come in contact:

PHYSICAL IMPRESSION – that which people gain through their eyes
MENTAL IMPRESSION – that which your strong personality makes on the minds of others without any effort
on your part
CONSCIOUS IMPRESSION – that which you make by deliberately exercising certain acquired powers to influence in your favor customers with whom you come in contact

 
Today I will talk about sincerity as a part of point number 2 – mental impression, one which your strong personality makes …