When I speak to sales groups, the subject of rejection comes up often during our Q and A sessions. Rejection is a natural part of the business of sales, and it is critically important to learn how to make rejection work in your favor. The way you view rejection will determine how you respond to each "no", "not yet", or "maybe" during your sales career. Your outlook…

At the start of every month, I look back over the last 28-31 days of my life and ask myself, “Did I hustle my tail off? Did I give all my sweat, blood and tears to the goals I was trying to achieve?”

What is your perception of the word “hustle”? Is there a positive or negative thought running through your brain? Many people who have never hustled, view it negatively.…

We have all heard the saying, "referrals are the lifeblood of a salesperson's business." This statement is true, and it's true for many different reasons. When a trusted friend refers you, your opportunity to sell is amplified. Referrals must be earned before they are to be expected, yet salespeople often do not know how to build a referral network. When a salesperson asks…

All things being equal, why should I buy from you? I posed this question to a salesperson in one of my workshops, and I watched his eyes grow as big as saucers. He hesitated, stammered, and finally said, "Because I will take care of you after you purchase." I smiled and said, "And how will you do that for me?" Again the same type of reaction occurred, and he said, "I will be available if you have any questions." I said, "OK, but everyone says that. Why should I buy from you?" He stammered,…