Do you hear sellers complaining that they don’t have enough time to get their work done? Or do they blame their lack of success on other people and things? Their plight may have more to do with the time and energy spent on complaining or being negative. Negativity can have a detrimental effect on the sales team. Wipe out blame and negativity with a fun, interactive activity to build a positive focus, leading to success.

Download PDF: Lose The Negative

Success can be easy by doing what successful sales reps do. Find out what their road to success is…and add it to your to do’s.

Success can be easy by following what the top successful sales reps do. Here’s an opportunity to find out what makes some of your reps tick, what they’ve learned with their crashes and burns as well as their biggest successes. Success is contagious… share it around.

Sales Huddle

Each sales rep gets to share something about how they achieve success by answering one of these four questions. It’s their choice which question to answer.

Or… you may ask one question a month or a quarter… extending the life of this Sales Huddle.

If you offer the reps the choice, you may want to list these four questions on a flip chart or have on a handout for easy reference.

1. My Recipe for Selling Success is . . .

2. The Greatest Selling Mistake I ever made and what I learned from it…

3. The #1 Sales Tip I was ever told….

4. Tell about your most satisfying sales pursuit, describe the pursuit, the result and what you learned from it.

Download PDF: The Road To Success

Jia Jiang’s journey through rejection reveals a world hidden in plain sight, where people are much kinder than we imagine.

Jia Jiang adventures boldly into a territory so many of us fear – rejection. By seeking out rejection for 100 days – from asking a stranger to borrow $100 to requesting a “burger refill” at a restaurant – Jiang desensitized himself to the pain and shame that rejection often brings and, in the process, discovered that simply asking for what you want can open up possibilities where you expect to find dead ends.

Movie Link (15:31) http://www.ted.com/talks/jia_jiang_what_i_learned_from_100_days_of_rejection

Motivational Discussion Questions (Select One)

• How can we apply these principles to the rejection we experience in sales?
• What are your natural reactions to rejection? How does that affect your success in sales?

Download PDF: Lessons from 100 Days of Rejection

Sales reps who lead masterful sales conversations, show up prepared.

Woody Allen once said, “Eighty percent of success is showing up.” This is pretty sound advice for sales people too. Too often sales reps prep is creating the to-do list, gathering collateral materials and off they go. When the conversation begins, they are ‘winging’ it. Taking five minutes of prep time is really a transfer of time. The upfront time saves much more on the back end because with proper prep the sales conversation is more effective and efficient.

Sales Huddle

This week (and hopefully every week thereafter) ask your reps to take five minutes before picking up the telephone or getting out of the car or office and answer these questions about the upcoming conversation:

• What is my objective for this conversation?
• What do I know about the prospect or customer’s current situation?
• What do I need to know before I can even consider offering a solution?
• What are my strengths and my company’s to leverage to help this buyer become more successful?
• What are my vulnerabilities and how can I diminish them?
• What barriers may exist to keep them from buying?
• How will I respond to those barriers?

Download PDF: The Power of Prep