Human nature being what it is, it's only natural for many people to try to get the best price that they can. And many times it's our behavior that prompts the customer to ask for a discount. By changing our behavior, we can impact the customer.

Once you've worked your way through the torturous hiring process and actually acquired that coveted new job, it's not quite time to rest on your laurels. How you act on your first day will determine how your co-workers think about you in the future.

"I must believe in a product in order to sell it."I can't tell you how many times I've heard this. I hear it frequently from new salespeople, and occasionally from more experienced reps. It is often pronounced with a bit of a smug, self--righteous attitude and projects the air that this is the last word on the subject -- "That's my position. Period. End of conversation." That's too bad. Because, as long as the salesperson holds this belief, he will never achieve his potential.

I'm encouraging you to invest your greatest single resource, your mind, in focusing your mental energy on specific portions of your job. That means thinking about certain things, thinking in certain ways, and doing a lot of it. Got the idea? Never rest. Be discontent with every aspect of your job in order to provide the stimulation to improve on it. Question everything. Think a lot. It will be your key to continuous, life-long improvement.

A successful salesperson/sales manager/business person routinely meets or exceeds the continuous series of ever--evolving company and personal goals while adhering to the highest ethical standard. It's my opinion, that success that comes as a result of unethical, immoral behavior is not really success. And without an undo cost to oneself or those around him. It's the balance thing.

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a "passion for sales" in their personality. The idea struck me. I had never really thought in those terms before. [...]

This willingness to trade a short term pleasure and invest in themselves for the long term benefit is the first characteristic of a successful salesperson. Whereas most salespeople have not invested $20 in their own development in the last year, the success--seeking salesperson constantly buys the books, listens to the CDs, and attends the seminars in an attempt to gain more ideas and, therefore, shape his behavior more effectively.

You've applied for a great sales job and have just been invited to an interview. Take a moment to pat yourself on the back, and then start making preparations so that you can really shine.

Many successful salespeople end up moving into a sales management role. This can happen at the request of upper management or simply because you feel it's the next step on your career path. And sales management can indeed be an excellent choice -- it ranks high on US News & World Report's Best Careers lists year after year. But before you make your choice official, you should consider a few detail [...]

Whether you are following up with business contacts, networking leads or prospective employers, effective follow up is the key to getting the sale, securing an offer or sealing a deal. For those who collect leads, 70% of the leads gathered are typically never followed up on...yet there is fortune in the follow up. I have 2 recent experiences to share with you where someone followed up with me. One is a good example of a follow up do and the other is a follow up don't.