This week's "Tricks of the Trade" is all about freshening things up a little - changing your thinking around sales and business. After all, are you doing the same things over and over again yet expecting different results? How about changing things around a little?

I've met some brilliant people in my line of work. Name a business sector and I've probably had the joy of meeting brilliant people within it. That's brilliant at 'what they do'. But, sooner or later they have to get good at what they don't do -- Sell. That's when many develop that well known condition RSS -- Reluctant Seller's Syndrome. Sometimes I think it's catching! The symptoms?

How good is your company when it comes down to passing your MOT tests? MOT? Moment...Of...Truth. Those occasions when you come into direct contact with your customers and potential customers. Those moments which, ultimately, determine what your customers think of you.

When you arrived at your workplace this morning, did you know exactly what you wanted to achieve today? Did you know what key outcomes you needed to accomplish before leaving this evening in order for you to congratulate yourself and say "that was a great day"? Go honest...

I've just got back from meeting with my business mentor - and just had to share my enthusiasm for the brilliant support a fabulous mentor can provide! I'm fully confident that, through my mentor, I'm getting the advice, insight and unbiased support I need to realise the business goals we've set. How much help do you get in your business? We all need help now and again. Those who say they don't need it probably need it the most!!

I don't normally watch 'Match of the Day' on TV but it was on over the weekend and I overheard a premiership football player talk glowingly about his "visualisation coach" (he'd just scored the winning goal!) and how they work together as part of his match preparation. Visualisation as a tool for improving performance is growing fast. Not just sport. Visualisation is used more and more in business. It's a great tool for helping your sales people increase their sales success.

When you sell, it's really easy to talk about you, your company and how good your products and services are. Yet to do so would be a mistake.This approach will rarely work. The problems with this approach are that...

Do you know why some people buy with a real sense of urgency? You know the ones -- they want it; they want it now. Quick sale -- no problem. Then there are others -- you know they need your stuff, they could be benefitting from it right now if only they'd get a move on. Yet they drag their feet; they stall; they say they're interested but don't commit. Of course some of these do buy eventually, but it all takes sooooo long. How do you explain away these slow coach buyers? Internal procedure at their end? Too many stakeholders? Budget constraints? Price too high? Timing not right? Here's the real reason they don't buy...

Wow -- Here we go! Quarter four is upon us. Where did that come from? It doesn't seem long since we were clearing snow from our pathways and cars. Yet here we are, gearing up to embrace Autumn, then winter know the cycle! So as we enter Quarter 4 of 2013, the final lap going into Christmas, it's a good time to check in. How are things with you? How are you performing? How is your company doing? What can you do in the final quarter of 2013 so you can say you gave it your all? How are you doing against those 2013 goals you set way back in December last year? Time for action!

Are you the type that never seems to stop...or do you respond to things as they happen? Are you always thinking of starting the next activity before you finish the one you're doing? What about your team?