Skip to main content
Professional Achievement Group, Inc. | Rockville, MD

Blog

It’s that time of year! In the coming days, every selling professional will be hearing some of the most dreaded words from prospects. What’s most unfortunate is that most selling professionals will agree to call back, and then invest valuable time chasing these decision makers, when they already know the outcome of their efforts.

Your mindset has more to do with your success than almost any other single element. There are plenty of selling professionals who possess extensive product knowledge, have numerous influential business contacts, are well-spoken, and have appealing personalities. Yet, their sale performances are average… sometimes, only marginally acceptable.

Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt to you like a good conversation, and based on that conversation, you scheduled the next meeting. You sat down at your computer. You prepared a proposal...

If you start with the right people…for the right reasons, deal with potential problems in the early stages of the process, rigorously qualify opportunities, and ensure that you and your prospects are on the same page at each stage of the process, you’ll be able to complete the selling process in a shorter period of time… which in turn means more sales… and more profit or commissions.

Maybe something like that has happened to you. Perhaps you had a “good initial discussion” with a prospect, and, based on that conversation, you agreed to invest time and energy gathering information, working up prices, and putting together your presentation.

"Don't burn your bridges" reminds you to make sure that you can always go back the way you came. Perhaps to get a reference or a referral from a former prospect, or maybe even go back to work for a company where you were once employed. This can be good and practical advice. In business today, you need all the allies you can get. But here are some bridges you should burn!

Hiring superstar sales talent is not as difficult as many managers believe. Perhaps their biggest issue: they think hiring salespeople is the same as hiring for other positions. Wrong! Sales selection requires a completely different process. Here are the ten most common sales force hiring mistakes and how to avoid them.

Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well - filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such.

Following up on what a prospect is going to do is good. Unfortunately, some selling professionals don’t even make a single follow-up attempt. Here, Bob has gone beyond what can possibly be considered good follow-up methods. Bob is a pest and deserves to be treated as pest.

Run from weak words and feeble phrases. People may forget what they hear, but they will remember what they see. That's why someone once said, "The most effective orator is someone who can make people see with their ears." The well-chosen word has the ability to create a vivid, and unforgettable, mental image.