If you negotiate with fear you will lose. You must also know that Doubt and Uncertainty are the appetizers of fear. Your mind feeds off of them until you become full of fear. If you allow fear to enter your thoughts, the thing that you fear will grow until it eventually owns your thoughts. Once your thoughts are owned, your actions are owned. 

Fear is paralyzing. 

Fear is probably the number one killer of dreams. Why? Because fear prevents action! 

Regarding mediocrity, it is like a vacuum. It sucks you in and holds you there. 


I'm certain you've heard that phrase used many times.  Almost without exception, it refers to an outgoing, personable, gregarious individual who is a veritable chatterbox.  In reality, that stereotype no longer fits the sales profession, if it ever did.  Actually, there is no such thing as a "typical salesperson."  Sixteen-year-olds can be exceptionally good at selling and 80+year-olds can be sharp and effective.  They come in all sizes, shapes, colors, and they can be either male or female.


Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. 

Purging your pipeline regularly keeps you honest with yourself. To do so, get in touch with your long-term prospects to see what's happening. Find out if they're still serious about making a change, and if so, realistically when.


Like many sellers, I look calm, cool and collected. But underneath that exterior, I've often felt far differently. If you really knew me, you’d know that I’ve worried about many things, including:

•    Meeting my quota.

•    Succeeding in a new sales position.

•    Giving an important presentation.

I’ve fainted in sales calls. Once I even dropped 10 pounds in the month following a promotion to major account sales. I was so sick to my stomach that I couldn’t eat. (Not a good diet!)


Decision makers don't care about your product's speed, specifications, or efficiency. They don't care about the wonderful methodology you use.

Your offering is simply a tool. They care only about the results your offering delivers for them.

Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you'll definitely attract their attention:


What if you were at risk of losing your best customer?

It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?

Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know who’s currently got the business.

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