Try this take away close this week, and watch your deals go up and your confidence rise as well. On Friday you'll go home with more money, and you'll feel better about yourself. And that's what being a Top Producer is all about!

If what you sell for a living means you have to pick up the phone - either to set appointments, call prospects back, return calls to clients, etc., then you have to learn how to sound natural and how to avoid putting your prospects, gatekeepers, assistants, etc., on notice that you're trying to sell something.

One of the biggest mistakes in cold calling is that you don't think about what is going through the prospect's mind. For all of you out there who use an auto-dial, I recommend you trying these techniques. It's effective because it gets you into the mind of your prospect. Incorporate these techniques the next time you make a cold call, and watch your call times improve, your confidence grow and your sales and income soar.

Ever wonder what the most important thing a sales professional can do in a business day? It may not be what you think.

Building rapport with a prospect quickly is the most important first step of any sales call. Use these three techniques the next time you have to make a cold call, and you'll have your prospect wanting to hear more.

Think that you can't get a sales job without sales experience? Think again. You may have more experience in sales than you thought!

Can you feel it? The signs of the economic recovery are everywhere. What's so interesting to me is that many of the sales reps and companies I speak with are still mired in the old, "bad news" and they seem intent on wallowing in it. Attitude is everything in sales.The best way to pass along your positive attitude to the prospects and clients you speak with is to have what I call an "Economic Recovery Script."

As sales decline, sales survival has become the topic of discussion in many corporate boardrooms during this economic downturn. Remember that what goes down will eventually go up. We have slipped into a valley, but in time we will climb the mountain to success. Keep your entrepreneurial spirit and sales energy alive.

These questions (and all the other ones I know you're thinking of right now) will reveal what your prospect's true buying motives are, and until you know them you've just shooting blind. Kind of like 80% of your competition does. Once you understand what it's going to take to sell them, you need to build the value of doing business with you and your company.

His eyes were narrow and bloodshot and a two-day old stubble framed his face. I didn't want to embarrass him, but I thought it none the less: "Do you think your appearance and demeanor have anything to do with your customers' reaction?" Question every single aspect of your interaction with the customer, and gradually shape every thing to match the position you want to gain.