How do you handle rejection? What happens when we hear the word “no” can be traced as far back as our childhood, when a “no” from our parents would predictably result in tears and tantrums. Unfortunately, throughout the years though we may have learned to internalize...

One of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the...

When you walk into your prospect’s office, begin a cold call campaign or otherwise approach a potential customer, are you always entirely sure of your objectives? A glowing presentation that ends without a clear direction can almost never be effective. At the...

When you walk into a sales situation you have typically spent a great deal of time thinking about your product/service and how it can help your prospect. You may have thought about the many issues your product/service can resolve. You may have designed a presentation...

When it comes to excelling in sales, you must perfect your powers of persuasion. In order to effectively persuade, your language, your presentations, your approach in general should reflect issues, items and concerns most relevant to your target. When you learn how to...

Persuasion is the most important factor in any sales presentation. Without the ability to persuade your prospects to agree with your ideas and propositions, your sales attempts are thrown out into the wind and laid to rest on the whims of others. In order to take...

All sales professionals know that they will hear the word no far more often than they will hear the word yes. Nonetheless, every now and then, one particular rejection may grate on your mind. If a prospect goes from showing great interest to switching to a no without...

Are you comfortable with the important skill of persuasion? Believe it or not, there are many in the selling game who actually try to sell without selling. These are the types who believe that persuasion is akin to manipulation and that in our quest to increase our...

When you approach a sale secure in the knowledge that your prospect needs your product/service, it can be quite an unpleasant surprise to be met with a rejection. Many times, sales professionals will make less of an effort to influence a buyer’s decision when that...

As a sales professional it strikes me as strange that most sales training sessions give little or no attention to teaching methods to deal with rejection. While I have written much about the emotional reaction that often follows rejection, I also feel it is important...