In one of my previous articles I highlighted how the art of the close is often in the momentum that you create in the sale. He who builds sales momentum… Read more Why You Shouldn’t Let Your Sales Momentum Go To Waste →
Momentum influences the entire sales process. Whether you are cold calling and trying to get a prospect to give you air time on the phone or if you’re attempting to close a sale with a new business prospect or even a customer. If you don’t have momentum, then chances are you won’t achieve the desirable output. Whether that be the opportunity to meet with the buyer, or opportunity to quote or fundamentally the ability to sell to them. It’s a funny thing momentum, because it’s incredibly hard to develop,… Read more How To Close More Sales By Building Momentum →
This is a question that all of the elite will ask of themselves. We want to know what time or conditions provide us with the peak performance that we desire. In turn we can then use this information to leverage the greatest level of output. If we consistently have high levels of productivity, then we achieve more. The hardest question is how do we tap into our peak performance levels? Then how to we achieve this on a consistent basis? In sales if we can answer this and… Read more When’re You At Your Most Productive? →
As the start of the year begins, so comes with it a new lease of life for many. We’ve all probably set our new year resolutions for our personal life but what are we doing for our professional goal setting? If you haven’t set out goals for this year then there is no better time than now to do it! One of my favourite quotes of all time is: “The oak sleeps in the acorn. The bird waits in the egg, and in the highest vision of the… Read more How Sales Icons Conduct Goal Setting →
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 →
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 →
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! →
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 →
