I've always thought that sales reps have an invisible dollar sign $ above their heads with a number that represents how much money they think they are worth. It is this financial image that determines how they perform more than any other single factor. It's more important than what the economy is doing, or how their leads are, or what their territory is like or anything else.

We've all heard the numbers: Consumer confidence is down, retail sales are down. And for many of us, the markets we serve are down, as well. There is an important relationship to note here. Confidence - an attitude - is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes.

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Long term goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Create a set of long-term goals for each of the five fundamental aspects of your life. Keep track of your progress.

Recession. Job layoffs. Budget cuts continues. While 80% of companies and sales reps are expecting the worst, the Top 20%, as always, expect to and will do well this year.Commit to yourself today and start implementing these three techniques. Believe me, this time next year, you'll be glad you did!

Do the best sales people all sell the same way? A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes! As the best have taught us, there is a path to sales mastery, and it travels through excellent execution of the essentials.

Pre-Call Touch

A creative way to make prospecting appointments

You have created a list of 20 highly qualified prospects. You've researched them, and you know that these 20 people hold your prosperity in their hands. But they don't know you, have never spoken to you, and aren't inclined to drop everything and see you. How do you get to see them? Break out of the box and think about what you could deliver that would catch the prospect's attention, say something about you, and make him more likely to take your call.

Being able to answer the "What do you do?" question and sum up the unique aspects of their business in a way that excites others to inquire more in a brief and concise manner is often called the elevator pitch for the intended time it takes you to ride an elevator. As long as you understand your audience, what specifically you do for them and in what unique way, you will master the elevator pitch.

The Problem With Affirmations

The Problem With Affirmations (And What To Do About It

The fastest way to change your results is to change your image of what is possible for yourself, and using affirmations, properly, is the most effective way to do that.

That idea of a "professional sales force" gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing? There are a number of misconceptions about the attributes of a professional sales person that center around the externals of a sales person's situation.

The more you do, the more positive the mind remains and the closer you get to peak performance. Everything comes in direct proportion to the effort excerpted. Do nothing and you worry and get depressed, which leads to low performance. You must know your vision and walk your talk, even during down times, to maintain peak performance.