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Seller Beware

Today’s up and coming salesperson is more of a ‘helper’ than a ‘pitcher’. Prospects don’t want to be solicited or pressured. Instead, customers expect to be understood and assisted. In this new space, take a second look at how you...

Take Action

Periodically, it’s a sound idea to take a look at your sales career. Consider where you are and where you are going. Ask yourself what barriers you are facing. What is holding you back? Perhaps you have noticed that most obstacles to success have a reality...

First Calls

Are you prepared? Spend five minutes more on your background work than you do now. Refine your introductory questions. Make your ‘elevator pitch’ compelling. Have short, medium and long versions for different scenarios. Regularly practise each. Record and...

The Five Whys

When you are rejected in sales ask yourself ‘why’ several times. Probing beyond each reason or excuse helps uncover blocks, hurdles, and obstacles that are below the conscious level of awareness. The initial answer to the ‘why’ question usually...

Copy Right

Sales is a continuous improvement process. Either we are advancing in our craft or sliding back. Take deliberate steps each month to intentionally learn something new. Then gradually apply what you now know for your ever increasing benefit. Select another professional...

Stay Fresh in Sales

What is new and exciting about you and the product you are moving? Sales professionals especially need to guard against a ‘saw that, done that’ mentality. Sharpen your edge with an ever fresh perspective and a general feeling of success and prosperity....

Managing Difficult Clients

Extra difficult and super demanding customers are a challenge for even the most skilled sales professionals. Sooner or later you are likely to experience the worst of that person in front of you. Your objective in these fortunately infrequent situations is to be as...

Raise your Energy

Feeling spent? Here is a quick uplifting technique originally developed by Stirling University professor Richard Shone. The more you practice the exercise the more powerful it will become for you. Do this procedure only when you can give it your full attention. Begin...

Find Career Joy

How you feel about your work will affect your longer term sales performance. To the extent you are doing what you enjoy, you will experience a good deal of career satisfaction. Conversely, the greater the gap between your job duties and your true interests, the more...

Questions that Illuminate

Every few days, ask yourself an illuminating question – a reflective query that moves you beyond your traditional way of thinking. Typical questions are well suited to addressing routine situations. You basically know what to expect. Illuminating questions are...