Most of us, have been a part of that awkward moment called, “The first kiss.” A similar pattern, more or less, appears in the sales process (Minus the kiss part). You invest time with customers, uncover their needs and show them how your product or service will solve their problems. Then, at the end of your presentation, there is a small voice that tells you to ask for the sale.

A confused mind says…NO! If you want to lessen your prospect’s brain strain during the buying process, you can do so by providing a mental road map that shows them just how easy it to complete the purchase. You must give your customer a clear vision in order to clear the path to the sale.

Are you familiar with the old adage: people don’t quit companies, they quit people? This seems rather harsh, but often it is 100% spot on. While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence.

Question: Is trust something you should talk about with your customer? Can you have a frank conversation on the subject, or is trust simply something you earn without a discussion? Do it. Talk about trust. Here are three mental frameworks to help you with that conversation.

People are attracted to confidence. Conversely, people retreat from a lack of confidence. There are several key moments where your level of confidence will determine if you will attract or repel your potential customer. Here are a few ways to ensure that you are showing up with confidence when it really counts:

The earlier you talk about price, the more likely it is that you will lose the sale. That’s the truth, and it points to one of the most common errors made in sales presentations. When you get trapped into a price discussion right out of the gate, you are jeopardizing the entire sale. Value must be determined before price should even be discussed.

​Ever wonder how those great salespeople outperform everyone else year in and year out? They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in. If you want to sell more, like those top-performing salespeople – there’s a hack for that! Here are Amy O’Connor’s 7 hacks that make a great salesperson:

Ryan Taft is having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. Consumer confidence was high (maybe too high). People were buying homes, cars and more without a thought. You might be thinking, “Ryan, that’s a good thing, right?” ​Yes, and no. Here is what he means:

I’ve been studying salespeople for three decades. I’ve seen the best and, yes, the worst. It’s a tough job to master, no doubt. In my thirty-year career in sales, I’ve observed three mental and emotional keys to sales success.

Selling your final few of anything is often tricky. Salespeople are often sick of looking at whatever it is and are ready for the next batch of widgets to sell. ​Management just wants them gone to focus on what’s next. But to buyers, the final few are often seen as valuable and desirable if we position the sales strategy correctly. So what’s your message to the buyers?