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...

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Hype appeals to the imagination, both on the part of the salesperson and customer. The problem with hype and imagination during the sales of product is that both always exceed whatever features/benefits said product might convey in reality. Nine times out of ten, this is a recipe for an unhappy customer. In sales, walking the fine line between enthusiasm and factual details is challenging but not impossible. The key to speaking frankly about the benefits of any product is

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 and...you 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?

In last week's "Tricks of The Trade" I explored the practical and psychological dimensions that impact on how small business owners price their products and services. And I promised that this week I would share with you a little-known tactic you can use when, as often is the case, buyers tell you "it's only about the price". It's never just about the price -- you just have to make them aware of that! This is a fabulous tip that you can share with your team to achieve sales success... Here's the scenario...

Having excellent communication skills is vital if you are going to achieve Sales Success. When you communicate with others you are creating an experience for the other person. Everything you say has an impact... even the smallest things. What's interesting is that every word you use will have unique interpretation for the person you are communicating with.

How frustrating is it when you put in lots of hard work for little or no reward? Perhaps you've been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you've given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale? Maybe you've quoted and you just can't get an answer no matter how often you contact them? What about when you think you've been fobbed off - they probably don't want your products but they won't tell you outright so you keep contacting them 'just in case'? We've all been there - it's frustrating and time consuming. The dilemma - do you chase old 'maybe' business or spend more time generating new enquiries?

When you purchase something, do you have a procedural preference or an options preference? Or are you wondering what on earth I'm talking about? I promise to explain, but firstly I wanted to send the message of just how much of a benefit it would be for you to know which of your customers buy with a procedural preference v those that buy with an options preference. Stick with this...answer the following question with your immediate response...even if it doesn't make sense to you.

I'm beginning to think that our sports stars have cracked this psychology thing. First we have last year's Olympic tales of success. Then Andy Murray finally wins at Wimbledon. The England cricket team secure the Ashes. Now, Mo and co are doing their stuff at the world athletics championships. Do they expect to win? Well I'm a big believer in you get what you expect, not what you hope for. So yes I believe they did. Do they work on building their positivity before a performance? Definitely. How do you put yourself in a positive state? What about your team?