Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. Here are the top five beliefs that dramatically limit many sales professional’s success:

​Are the rumors of a changing market beginning to cause ripples in your organization, your sales team or even your own mind? Or perhaps, it’s escalated way past rumors and what was once a hot market is starting to cool way down. You need a sales team that can relieve that anxiety! Check out my free Master Class for sales leaders in the real estate industry to learn how to prepare your team to confidently and clearly address your buyers’ concerns.

We are greatly influenced (in ways we do not always understand) by our impressions of authority. This not about sales tactics; this is about human nature. We have a natural tendency to respect authority, and thus to follow the advice of the authoritarian leaders in our lives. So how do we exercise authority in the sales realm? Here are three ideas. Use these as a checklist in your own presentation.

​Ryan Taft has never met a sales professional that didn’t agree that follow-up is essential to a healthy sales career. It doesn’t matter if you sell, cars, homes, medical supplies or dog food. Follow-up is essential. Of course, we can all agree that follow-up isn’t created equally. His experience as a consumer and sales coach is that there are three common mistakes made in follow-up.

Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique. Amy O’Connor shares the top ten closing myths that negatively effect sale people’s performance and the realities we should embrace in their place.

I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer. So, how do you raise your level of confidence? You have to bring two things together…

Have you ever been to that sales meeting where they recognize the number one seller and then come down hard on everyone else? Ryan Taft has, along with most sales professionals, and those meetings are anything but fun. In this blog, Ryan explains how to transform your boring, culture-killing sales meetings into meetings your sales professionals actually want to attend.

Amy O’Connor was speaking at a seminar and a participant wrote on a review that they found her “abrasive, loud and annoying.” You can’t please everyone, right? True, so why did it affect her so deeply? She went on a mission to figure that out. Check out this blog post to learn why, and steps you should take to get past the dreaded, bad review.

Your salespeople think that they practice. But they don’t. They go to a training session and learn some new technique. Then they test drive that technique on a client in an actual sales conversation. News flash: that is NOT practice. Why? Because such practice lacks something very important: total concentration.

Customers make purchase decisions based on emotions. In fact, take emotion away and a customer literally cannot make a decision. Medical studies show that people with brain injuries affecting their emotional “wiring” were significantly less capable of making decisions. Here are three ways that you can engage your customer emotionally in order to make the purchase decision easier.