So it's the beginning of a new quarter and you're faced with meeting quota. The key question that haunts you daily: "How do I improve sales?" seems to dominate your thoughts. The top sales professionals know that asking "how" is the wrong question. The right question is "Who do I need to become to achieve the sales I'm seeking?"

Framing is the art of shaping the meaning of a situation, behavior, thought, word or phrase. It is deciding what this situation in front of you is going to mean to you AND it is helping others decide what the situation is going to mean for them. There are three aspects of framing: pre-framing, re-framing and de-framing. Each of these skills has its own place in your sales presentation.

An elderly carpenter was ready to retire. He told his employer-contractor of his plans to leave the house-building business and live a more leisurely life with his wife enjoying his extended family. He would miss the paycheck, but he needed to retire. They could get by. [...]

Build A Better Resume

A few tips to help get noticed!

In this job market it is extrememly important that you take every measure possible to set yourself apart from the rest. Here are 10 tips to help your resume get the attention it deserves! [...]

People buy for emotional reasons and justify with logic. You've seen it happen over and over. Your sales pitch can be jam packed with great information, but if you don't move your customer emotionally, you won't get the sale. On the flip side, you've probably also influenced someone to buy based on excitement and enthusiasm and a minimum of information. [...]

If integrity has to do with reliably living up to our commitments, honesty is about telling the truth to ourselves and to others. A salesman who received consistently low ratings on trustworthiness said, "I'm a salesman. I'm a promoter and a story teller. My job is to get people excited about my products and to create a positive spin...I sell hope and promise. If I was a stickler with the facts I' [...]

When we are born we are without emotions, desires, bravery, courage and on the opposite spectrum without fear. Fear is learned, as are all of our emotions. Some fear is legitimate and a good thing in certain situations, as a warning signal in bad places, in confrontation, etc. But once you learn to avoid that situation, or conquer that situation you won't need to live in fear of it. [...]