Category Archives: Sales Mindset

If you’re new to selling, you’ll probably be able to relate to how I felt at my first job in sales. I had no prior experience, but I knew that becoming proficient in persuasion would be paramount to starting my own business. When I picked up the phone to call existing customers, I was so […]

I recently read a discussion about “the one most important trait for hiring a salesperson.” Many suggestions were made, including communication skills, work ethic, and even good looks! Every point certainly has its place, but I personally think there is one character trait that trumps them all. Can you guess what makes successful salespeople? The […]

“Modes of Motive” is one of my favourite phrases in Sales. It is ultimately the driving force for our success, but takes its shape and form in surprising ways. Understanding its role in our career, mental attitude, and deals can profoundly change how effectively we sell. Today I want to share with you three different […]

There’s a certain irony to having the mighty king of the jungle Savannah as our universal symbol of courage. At the top of the food chain, they have very little to fear. Most people in my audiences seem to understand that courage is not the absence of fear, but the ability to take action amidst […]

Don’t get me wrong, I love Batman. Since I was a little boy I have collected his comics, followed his TV shows, played his video games, and watched his movies. Though human, he possesses god-like abilities (enthusiasts debate emphatically that he would even defeat the invincible Superman in battle due to his superior intellect!). As I continue to follow his stories, Bruce Wayne’s double-life […]

You may have heard that “attitudes are more important than skills and knowledge.” This may seem strange to you, but did you know that 85% of your success in life and business is dependent on your attitudes? The remaining 15% are attributed towards your skills and knowledge. It is not that skills and knowledge aren’t […]

You’ve probably heard it said many times “Sales is a numbers game.” Although it has its limitations, there is a lot of merit to this proverb. Using some basic math, I’d like to prove to you how you can indeed double your sales in as little as 12 months if you are willing to invest […]