Skip to content

How Sales Icons Use Priming

In our previous article we talked about priming, a technique you should use in preparation for sales activities to transforms your mental state into that which is optimum for success. If you missed this article or need a recap then you can find it here:   https://sales-icon.com/2019/01/23/if-you-use-priming-your-sales-results-will-soar/   In this article we’re going to go one step further. We’ve explained previously the value of priming and the theories and studies which justify its effectiveness. In this article we’re going to show you how sales icons commonly use priming. Before I… Read more How Sales Icons Use Priming

Why You Should Almost Become A Monomaniac

If you’re unaware of what Momomaniac means then don’t fret, I didn’t until a few years ago. Now that I know I have made it my mission, in whatever do, to become a monomaniac in that area. Well almost a monomaniac, let me explain.   A monomaniac can be described as a person who is extremely interested in one thing, often to such a degree that they are mentally ill   Now you get why I used the term almost!   But the ideology makes sense. My goal, in whatever… Read more Why You Should Almost Become A Monomaniac

If You Use Priming, Your Sales Results will Soar!

How do you prepare for notable sales activities at the moment? For instance, what do you do to prepare for a new business meeting? Or a pitch? Or a close? I don’t mean how do you plan, I mean how do you mentally prepare? For most of my sales career I didn’t mentally prepare for anything. I just went into things with a positive outlook and ambition.   That was until I heard of priming. Priming is defined as something which prepares something else for use or action. In psychology… Read more If You Use Priming, Your Sales Results will Soar!

Example Of The Expedient Behaviour Trap

In one of my previous articles I talked about the poisonous behaviour known as expedient behaviour.   If you missed this article then please do give it a read here:   https://sales-icon.com/2019/01/14/steer-clear-of-this-behaviour-in-sales/   Recently I witnessed an example of this in a business I worked with which highlights the point perfectly.   Now the salesman, whom was very experienced had an opportunity with one of his long standing customers. He had successfully received the purchase order for a number of high end wireless access points totalling some tens of thousands… Read more Example Of The Expedient Behaviour Trap

How To Differentiate Yourself From Your Competition

How do you differentiate yourself in sales when your competitor is selling the same or almost identical product or service? This was a question that a sales person raised with me recently and I thought of how common this occurrence will be.   Many of us in our sales roles are selling products or services that are so closely matched to our competition that it’s hard to differentiate. Or even some sales people will be selling the exact same thing as competitors. If I think of wholesalers or merchants, they’ll… Read more How To Differentiate Yourself From Your Competition

Steer Clear Of This Behaviour In Sales

In this article we are going to identify a behaviour known as expedient behaviour. It is something which we as sales people should be very cautious of. In our line of work circumstances will present themselves and give opportunity to such behaviour, however, we must strive not to fall into this trap.   So let me start by explaining what it is.    Expedient behaviour is best described as behaviour fuelled by scarcity to do what’s easiest and quickest. Often the driver for expedient behaviour is for short term gain… Read more Steer Clear Of This Behaviour In Sales

How To Measure Your Success

  This article is more so directed at those whom are Struggling to hit their sales targets New to sales Striving to be the best sales person in their business and/or industry   Without measurement we as sale people are powerless in our pursuit of improvement. Without a marker and a comparison, our ambition to improve cannot be fulfilled. Improvement of any kind needs to be quantitative, meaning that it can be measured.   Now most sales people measure themselves merely on their sales results to which they address: Their… Read more How To Measure Your Success