Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Brilliant sales results do not happen by accident.
Of course there’ll be an occasional fluke — but on the whole, sustained sales success certainly does not happen by chance. To be relaxed, confident and in control — and ultimately successful in sales — takes some level of preparation.
From the shortest telephone chat to a week-long exhibition or conference, you need to be clear in what you want, clear in the outcome you seek.
Your very own Personal Planner
I’ve developed a set of questions to help you prepare for any sales interaction — whether it be a short catch up chat, a full blown pitch, a presentation or a conference. Depending on the context you can use all, or just some of these questions.
Try these questions before your next sales call, sales meeting, networking event, conference, sales presentation…
Here we go…
What do I want to achieve?
What can I say to open the discussion?
How should I stand/sit?
What kind of Voice Tonality should I use?
What can I do to encourage my client to be at ease and to talk freely?
I think my Client’s preferred representational system is…
I think their preference is towards/away from
What information do I need to collect?
What level of detail do I need to get to?
What information do I need to impart?
How will I check for understanding (for me and the client)?
What can I do to ensure that the discussion flows smoothly from one topic to another?
What can I do to demonstrate respect?
What can I do to show that I am listening to/interested in what they have to say?
Which open questions would be good to begin with?
Which questions can I use to “funnel down”?
What can I say to close the discussion?
How can I ensure the client knows what is to happen next?
If I do all the above, will I achieve my outcome(s)?
What else could I do to improve on the above?
Concentrates the mind doesn’t it? Well that’s exactly what it’s designed to do!
These questions will help you focus on what you want out of any upcoming interaction. And when you know your outcome beforehand, your brain picks up the instructions and sets out to make it happen.
That’s the psychology of successful selling.
Until next time
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking