When you are qualifying a prospect and trying to uncover a personal or emotional need, you want to probe deep inside to find the logical and emotional reasons why they may want what you are offering. Too many sales people will continue with the presentation without finding a motivation for the prospect to buy, and then wonder why they can't close the sale.

You can't perform at a higher level than what your self image believes you deserve. Now close your eyes and see a picture of you as a salesperson. What do you see? To change the results you are currently getting you must change the picture.

If you love sales and you believe in the product or service you are selling, then you should do every thing you can to get your product or service in the hands of the people it will benefit the most. Or are you there just to pass the time of day? Are you afraid to ask questions that will uncover their needs and then provide them with your product or service as the solution? Which salesperson are you?

To understand the Law of Attraction you first need to understand at a basic level, everything, including you, is made up of energy. And Energy attracts like Energy. Everything is Energy, including your thoughts and feelings. When two vibrations are resonating at the same frequency, they are attracted to each other.Take control! Change what you're focusing on.

In order to help your referrals sources to give you good, qualified referrals, you need to get crystal-clear about what you are looking for. Who is your ideal prospect? Create a customized plan for each referral source. One important aspect to remember is, what does your referral source gain by referring people to you? People want to know what's in it for them.

Have you ever had an experience with a salesperson and you have said to yourself "I will never buy anything from that person"? You have probably also had the experience where you hit it off with a salesperson and you would buy just about anything they recommend. Many salespeople fail to establish trust and rapport and then can't figure out why the prospect won't buy.

You start to ask the prospect questions, and either you're struggling to get answers, they're really not opening up, and they're not giving you a lot of real good workable information. I'm sure it has if you've been in sales for any period of time, but It certainly has happened to me until I understood the one step I was missing...

These are the three conditions you are looking for when you qualify someone. The first mistake many sales people make is they skip the qualifying step all together. Another reason for a salesperson not qualifying a potential client is they are afraid they'll hear the word "No". Any one of these mistakes can be critical to the sales process.

Your goal in finding the answer to the prospects' problems is to find the pleasure they wish to gain or the pain they wish to avoid. When you stop treating the prospect like a paycheck, and put their needs first, you will be on your way to earning more money than you can imagine.

There is nothing worse than going through your entire presentation, getting the buyer all excited and they say, "That sounds great; however, I can't make a decision until I talk to my partner. Can you come back next week and do this again?". Gently suggest that it might make sense to come up with a way to get the decision maker involved with the proposal.