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How To Avoid Discouragement in Sales

This simple psychology will help you get through the disappointments and frustrations of sales: You cannot control the outcome of events, only your input.

What is a fair price? -- Don’t let guilt get in the way

When it comes to price objections, your attitude and beliefs are greater obstacles than a low-ball price competitor. After training over one hundred thousand salespeople I’m convinced that how you perceive your selling price influences the buyer more directly than another company’s attempt to buy the business.

Crush Price Objections: Learn to sell value, not price

Two-thirds of the objections salespeople hear come from a failure to qualify and fully understand the buyer’s needs. Superficial probing by the salesperson or a narrow field of vision by the buyer may cause this. And where there is no value to the customer, price rears its ugly head.

Managers As Motivators

Everyone is motivated — they’re just motivated by what they value. Understanding this and accepting it helps you become a more powerful motivator. Effective managers shape environments so that an employee’s internal motivation to succeed takes over. These questions help focus your efforts.

Are You a Great Manager?

A twenty-five year Gallup study of over eighty thousand managers discovered the secrets of great managers. Here’s what the research uncovered -- Great managers hire employees based on talent, not experience. This flies in the face of the arguments I hear from sales managers all over the country. They want experienced salespeople. Gallup found that great managers look at talent, not just history.

Selling As Art, Not Science

I think we have lost something by making sales a science. There is an art to this profession and we would do well to remember that, especially those of us who are serious students of this profession. And before all of the old timers retire, take them out to lunch and pick their brains. They have the wisdom of the ages to share with you.

What Is Value-Added Selling?

Value-added selling is a proactive philosophy. Value added salespeople take the initiative to add value. Value added salespeople do not wait for the customer to complain about the price and then say, “Hold on a minute while I whip some value-added selling on you!” Value added salespeople build more value in on the front end so that price becomes less of an issue on the back end. Being proactive with customers means you never have to say you’re sorry.

How To Tell If Your Customer Is Lying?

Some customers lie -- and these lies cover a broad range of topics. Here is a list of verbal and non-verbal clues to tell if your customer is lying.

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About the Author: Tom Reilly

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Tom Reilly is celebrating twenty-five years as a professional speaker and author. He is the president of Tom Reilly Training—a company that specializes in training salespeople and their managers. His client list includes Fortune 500 companies as well as small companies in all major industries. In addition to television and radio appearances, Tom makes live audience presentations more than one hundred days per year. He has written twelve business and self-help books and over three hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses. Tom has a B.A. and M.A. in Psychology but quickly adds he is a salesman first and foremost. Tom has a several websites, writes for many trade publications, and publishes a monthly e-zine.
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More from Tom Reilly
Are You a Great Manager
How To Avoid Discouragement in Sales
Crush Price Objections Learn to sell value not price
Managers As Motivators
How To Tell If Your Customer Is Lying

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