So it's the beginning of a new quarter and you're faced with meeting quota. The key question that haunts you daily: "How do I improve sales?" seems to dominate your thoughts. The top sales professionals know that asking "how" is the wrong question. The right question is "Who do I need to become to achieve the sales I'm seeking?"

Whether it's the right price, the right time or the right style, being able to access your sales training program in the way that you want to access it is key in choosing a sales training program

Sure. You've been there. The Rut. The moment when nothing seems to go your way, and no matter what you do, you can't seem to make the numbers budge. You want to improve sales, but it's just not happening. The truth is, we've all been there, and sometimes it can feel like an eternity before you get out of it. But the good news is, there are tried and true techniques to help kick you and your sales team out of a rut when your sales are just not where you'd like them to be. So -- what to do? Well, there are a number of possibilities to help your team improve sales.

When you are qualifying a prospect and trying to uncover a personal or emotional need, you want to probe deep inside to find the logical and emotional reasons why they may want what you are offering. Too many sales people will continue with the presentation without finding a motivation for the prospect to buy, and then wonder why they can't close the sale.

It does not matter if you are a green salesperson, a one-man-band starting your own business or a career salesperson starting off with a new company. The rules are the same! Sell or fail! This is true for every salesperson - everyday!

Falling in love with the word "NO" is one of the hardest parts of being in sales--especially if you are a solo entrepreneur and working on your own. To be successful you must make "NO" a friend not a foe. Desensitize yourself to the impact that little word has on you. Every minute you are dwelling in the aftermath of No, your energy is diminished and time is wasted that could be better used on pursuing a YES.

Social dynamics is the science of using nonverbal sub-communication to influence others.The consequences of not using proper social dynamics in your sales interactions are severe, and most of us don't even know we're doing anything wrong.What about pacing the movements of your prospect? It is from the old school of selling that is now wrong.

Nothing is more frustrating than picking up the phone saying, "Hi, here I am ready to buy," and having some rep go into a story bragging about how great the company is and all that they can do. That comes off as pure arrogance to a business owner. Use the KISS test when you're selling. Always ask yourself if what you're doing is actually necessary.

Widespread use of computer-mediated communication actually requires more frequent face-to-face encounters, and extensive deep, robust, social infrastructures of relationships must exist so that those using the electronic media will truly understand what others are communicating to them. In other words, even in this high-tech world characterized by voice mail, e-commerce and instant messaging, face-to-face relationships are necessary.

Perhaps the most frightening aspect in this entire call reluctance scenario is that most sales professionals believe they are alone. They wouldn't dare speak about their fear of cold calling or about all the reasons they postpone making sales calls because they think they are the only ones doing that. Consequently, they believe there is some secret they have yet to learn before they can make all those calls they need to make.