Sales Mindset
Read ArticleThe Rules
Twenty rules for selling on your terms: act like a salesperson and you'll be treated like one, diagnose before you prescribe, and let trust drive the sale.
Topic
Sales Mindset
Beat self-limiting beliefs, reject rejection, and set goals that actually move behavior.
17 articles
Sales Mindset articles
Prospecting & Pipeline
Read ArticleYour Recipe for Prospecting Success
Stop chasing results you can't control. Build a prospecting recipe around the one thing you can: the number of attempts you make each day.
The Sales Process
Read ArticlePre-Call Preparation
Proper preparation builds confidence and beats the competition. Research, set objectives, anticipate roadblocks, and rehearse before every sales call.
Sales Mindset
Read ArticleRejecting Rejection
How you choose to perceive rejection decides how you handle it. Control your activity, not the outcome, and every no moves you closer to a yes.
Buyer Psychology
Read ArticleEmotions & Their Role in Selling
People buy emotionally and decide logically. Eric Berne's ego states (Parent, Adult, Child) show how to guide a prospect through the sale.
Sales Mindset
Read ArticleDo Your Beliefs Support Your Sales Mission?
Your beliefs drive your behaviors, and your behaviors drive your results. See how negative beliefs sabotage trust and cost you sales.
Sales Mindset
Read ArticleYou’re a 10! Now Sell Like One!
How you feel about yourself drives how you sell. Break out of your comfort zone by accepting that you're already a 10, then build the self-esteem to match.
Sales Mindset
Read ArticleMaking the Most of Your Time
Wasted hours are wasted income. Spot your biggest time-wasters, work from written goals, and spend your day on high-payoff activities.
Sales Mindset
Read ArticlePlanning: Achieving Goals Step-By-Step
A goal without a plan stays a wish. Break each SMART goal into clear, small steps a stranger could follow, and the goal starts to feel easy.
Sales Mindset
Read ArticleGoal Setting & Achieving
Goals are dreams with a timetable. Set SMART goals that are specific, measurable, achievable, relevant, and time specific, then put them in writing.
Sales Mindset
Read ArticleOvercoming Self-Limiting Beliefs
Head trash quietly caps your sales results. Spot the self-limiting beliefs holding you back and replace them with affirmations that support success.
Sales Mindset
Read ArticleThe Four Principles of Sales Success
Sales success comes down to KASH: Knowledge, Attitude, Skills, and Habits. Master all four to go from breaking into sales to becoming a top performer.
Sales Mindset
Read ArticleInstant Success?
There is no instant success in selling. Achieving excellence is an ongoing process: set goals, pursue knowledge, get a coach, and keep practicing the skills.
Sales Mindset
Read ArticleCome To the Edge… And FLY!
Real success starts at the edge of your comfort zone. Growth takes stretch, discomfort, and vision, so don't let a limited view of reality hold you back.
Sales Mindset
Read ArticleSinging the Santa Claus Blues
The holiday slowdown is mostly head trash. Keep prospecting while competitors quit, and use the slow time to set goals and plant seeds for next year.
Sales Mindset
Read ArticleRather Make a Friend Than Make a Sale?
The need for approval - wanting to be liked more than wanting to close - quietly kills sales. Here's how to spot it and ask the tough questions anyway.
Prospecting & Pipeline
Read ArticleNetworking… An Opportunity or a Waste of Time?
Leaving events with no leads? Stop selling yourself and focus on the other person. Look for someone you can refer, and the help comes back to you.