Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Do you want to know what lies behind pretty much every business success story? Look closely at any successful business, project, campaign, launch…you name it…there are just 5 key steps at play. I call them…The 5 Keys to Success
The “5 Keys” is a template you can use anywhere, anytime, to help with anything from developing a company strategy, a sales visit to a networking event and all points in between. I use it virtually everyday — and I highly recommend it.
The 5 Keys
Step 1 — Know your outcome
You must know your target. Decide what you want — and be as specific as possible. This tells your brain exactly what you’re expecting, encouraging your unconscious mind to focus on it. It isn’t enough to have vague goals like ‘I want to be wealthy’ or ‘I want more sales’. Being clear about exactly what you want will make it easier for you to know when you’ve achieved it. State your goals in the positive for example ‘I want $x in sales by the end of this month’.
Step 2 — Take action
The biggest barrier to success is not taking action. It’s obvious yet it is the step most often neglected. Take action. Do anything to create some momentum. If you find yourself procrastinating — ask yourself ‘what’s the benefit of staying exactly where I am’. By exploring your thoughts, you’ll be able to identify your own reasons that justify doing nothing. So do something…anything…that takes you a step closer to what you want.
Step 3 — Be aware
Notice. Be curious. Notice the impact of the actions you’ve taken. What’s going well? What’s not? Measuring the impact of your actions will tell you what’s working and what is not. How are things going compared with your projection? Feedback is information is power, if you use it. What are you doing with all this feedback coming in?
Step 4 — Be flexible
If what you’re doing isn’t working — do something else. How flexible can you be? Keep trying different things until you start getting the results you want. Remember to keep focussing on what you want. Remember that that you have to do what works for your customers…and not you! This doesn’t mean compromising on your own values or ethics. It’s about you understanding other people’s perspectives…you don’t always have to agree with them.
Step 5 — Rapport
It’s absolutely critical to establish and maintain rapport with others throughout the process. When things are going well and you’re relating to someone instinctively, then everything is fine and you have no problem.
When there is a lack of rapport the situation becomes more challenging.
Developing your rapport building skills will enhance and support the other keys to your
So simple — and massively effective!
You can use this template as a forward planning technique…or you can use it retrospectively if you’re looking to reflect how something went, for example “Did we set our outcome correctly” “Were those the right actions” ” What did we notice” and so on.
Honestly, it really is that simple. Keep these 5 keys in front of you until they become habit — and notice how you become more structured, more proactive…and much more successful.
Before I go I’d like to draw your attention to an upcoming webinar (Monday 24th June) which will be well worth tuning into. It’s all about how to build more trust in your organisation. Fascinating stuff! — Here are the details…
Until next time.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking