The key to uncovering that information, to discovering what your competition is up to, is to consistently collect pieces of information, store them, and then analyze them as a whole from time to time. In the Information Age economy, much of your ability to make good decisions depends on you being able to collect good information. If you are going to take your performance Up-a-Notch, you must see yourself as a dealer in information as well as a seller of stuff.

The best salespeople execute the essentials with excellence. They focus on the quantity and quality of their interactions with their customers. Regardless of the intricacies of the customer, the product and the setting, the job of the salesperson can be reduced to basic elements. Engage with the right people. Make them feel comfortable with you. Find out what they want. Show them how what you have provides them what they want.Gain agreement.Insure that they are satisfied.

If low price were the only motivator, you would have gone with those lower priced options. But, you don't always buy on the basis of low price, so why should you think that all your customers do? They don't always buy the best value. But, they can invariably be counted on to buy the lowest risk! The biggest issue in the minds of your customers and prospects is not price, and it is not value - it is risk.

Selling something is one, but to how to sell anything, to anybody ,anywhere ,at any price is another. When it comes to how to sell, our personal goals keep us focused, disciplined and motivated. However, when it comes how to sell to the market place, our behavior for results has to be targeted.

Why is listening such a powerful sales competency? It is our primary way of digging beneath the surface of a customer's needs and uncovering deeper and more powerful needs and motivations. When we listen, we send a powerful message that we care about the other person. When we don't listen, we send the message that our agenda is far more important than the customer's trivial ideas and issues.

If you're going to work with good information, you must be the one who collects that information. That means that you must create systems to collect, store and use the information that will be most helpful to you. Since our world is constantly producing new information, the system you create isn't something you do once and forget.

Stress, it turns out, is actually detrimental to good performance. People who work less hours are actually more productive, make less mistakes, and are generally thought of higher than those stressed out workers who are grumbling under their breaths about not having enough time for themselves. Here's how to ensure that you take the vacations you need, get the benefits from them, and enjoy your life more.

If we choose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development.

"Great relationships" are used by the salesperson to obscure a deeper issue -- their lack of sales expertise. The existence of the perceived relationship dictates their strategic decisions -- they go where it is easiest, and spend time with those whom they perceive like them. However, complemented with effective sales competencies and implemented strategically, it can be a powerful asset to the salesperson.

In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came from asking yourself the right questions and writing down the answers. In this installment, I'm going to focus on questions to ask to drive your overall improvement as a professional sales person.