Our team at SalesJournal.com is reading “The Power of Habit: Why We Do What We Do in Life and Business” by Charles Duhigg. The book is outstanding and we would love to hear what habits you have personally or organizationally built in to your sales processes to achieve success. Share them here.
If you haven’t read the book yet, consider purchasing The Power of Habit at the Salesjournal Amazon store now.
What’s your goal in any sales presentation? Isn’t it getting the customer to “invite” you to close the sale?
Getting that coveted invitation is about gaining your customer’s full participation toward a shared objective, says consultant and sales coach Ronald Karr.
Sounds easy but isn’t. For most decent salespeople it happens occasionally. But the very best somehow manage to get “invited” over and over again. How do they do it?
Knowing more doesn’t make you more.
Let’s face it, your obsession with learning every new sales tactic isn’t getting you that far.
If you are like just about everyone else in business, it’s something you’ve been thinking about for some time now.
You are frustrated, angry, and confused about this idea of learning to build more revenue.
The more you know about your customer, the more successful you will when attempting to increase your sales. Here is a summary from the sales coaches at Launch Pad Solutions with some of the areas where having information will help your sales effectiveness.
On a scale of 1-10, how efficient do you believe you are at work? 
Could you use some help? Let’s be honest: there is a lot of “work” at work. Most of us are so busy trying to complete the day’s tasks and put out fires that we often neglect to consider if we are functioning in an efficient way. Seana Turner shares a few common mistakes, and some ideas for how to address them.
For Brad Shorr’s coaching and advising program, he compiled this list of qualities that sales people should develop to the best of their ability. Here they are – please let us know if you have any to add!
1. Prompt
2. Hard working
3. Ethical
4. Always listening
5. Asking the right questions
6. Sincere
7. Creative
8. Full of empathy
9. Positive
10. Organized
11. Attentive to detail
12. Thoroughly prepared
13. Good humored
14. Focused
15. Resourceful
Looking over this list, …is it possible for a person to excel in all these things? Are some of them mutually exclusive? For instance, can one person be a great strategist and a great tactician?
Which are the most important qualities?
By Keith Rosen 
Do you know exactly what to say to a prospect or customer that captures their attention so succinctly and effectively that they want to talk with you and are actually asking for more? If you are being honest with yourself, the answer is probably “No.” [...Continue Reading...]
By Arnold Anderson, Demand Media 
To be successful in sales, you need to identify and refine the top sales characteristics. You may find that some of these characteristics come naturally to you, while others require refinement. Analyze your professional approach and determine what changes you need to make to improve your sales success.
