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25 October 2013

Created: 25 October 2013
Category: /?id=45





Maximize your time to monetize your business by Carole DeLaOsa

Scattering your efforts makes for a longer day. For professional success, maximizing your time is critical.

Here are a few tips to help you get the most out of your day.

Start your day early enough to include breakfast and exercise. Breakfast improves your concentration and productivity. Eating one hour within the time you wake up is a perfect way to get your metabolism going and will refuel your body and mind so that you start your day with a blast of energy.

Have Goals

There are four reasons why you don’t have goals.

1. Fear- What if they come true? Or What if they don’t? - Both are forms of sabotage. We all have fear in some form or another. The opportunity is to uncover where the fear is coming from. To find out what might be holding you back, make a list of what comes up when you think about creating goals? Time, Effort, Repeat

2. You don’t believe they work. This is a form of sabotage.It does take time to first create them however that’s usually just the first time. Somewhere between 10-30 minutes, after which the maintaining should be about 10 minutes a day. They produce what your vision is when you are consistent in your actions. The best way to start is to have two types of goals, long-term and short-term.

3. You do not know how to effectively write them down.On a sheet of paper create a large T and on one side write your long- term goals. These could look like what you would like to see in five years or what you want accomplished by the end of this year. On the other side write short-term goals these could be from 6 months from now till tomorrow. The next step is deconstructing them to completion, or what I like to say “working them backwards”- Here’s an example : If you have a book you want to read by the end of the month,working backwards look at the amount of pages and divide it by the amount of days in the month. This process would determine how many pages you must read daily to finish it by the end of the month. That type of process can be done with most any goal or task.

4. You lack confidence in yourself. Think back to a time when you were required to complete something, and you did it. I think back often to being a single mom and going back to school to complete my degree- it took time, I persevered and I succeeded. Using this analogy you will have your go-to thought when life tends to get in the way

I strongly suggest writing down your goals. When you do they become written history and a point of reference. As you complete each one put a checkmark next to it you might also include the date of completion. I guarantee you will feel elated. As you write them down, revise them daily or scratch them off entirely. By doing this it narrows your focus and will save you time. Keeping you on track to finish and create more opportunities.

Submitted by :

Carole Delaosa

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23 October 2013

Created: 23 October 2013
Category: /?id=45



 Some words of wisdom from the Wizard of Oz. Since lions are supposed to be "The Kings of Beasts," the Cowardly Lion believes that his fear makes him inadequate. He does not understand that courage means acting in the face of fear, which he does frequently. Only during the aftereffects of the Wizard's gift, when he is under the influence of an unknown liquid substance that the Wizard orders him to drink (perhaps gin) is he not filled with fear. He argues that the courage from the Wizard is only temporary, although he continues to do brave deeds while openly and embarrassedly fearful.

Recently, I had a delightful conversation with one of my female clients who is also one of the smart women I am privileged to have in my professional circle. We were talking about sales (what else?) and prospects being hesitant to buy when she pointed out that the lack of courage is often the reason why people don't buy. She said that if she had a wish, she would send a bottle of courage along with her business proposals. We then   continued to chat about courage in general, The Wizard of Oz and my client then suggested that I write a blog about it, so here it is.

Let's look at the Wikipedia definition of Courage


Courage is the ability and willingness to confront fear, pain, danger, uncertainty, or intimidation.

Pretty straightforward and clear, but what lies underneath?

People who are not courageous are usually afraid. Afraid of the consequences of their actions (not understanding that not taking action also has consequences), afraid of trying something new, afraid of their own courage.


How much courage does it take to choose a new product/service?

My client who is the CMO of a newly established brand with a very compelling concept is trying to break into the marketplace and their offering is clearly new, innovative and of enormous value to consumer brands who in turn want to introduce their products. The approach is affordable, fun and with a clear benefit to CPG companies and the end consumer. So, why doesn't the approach fly off the shelve? Because most people don't have the courage to introduce a new concept and being a first adopter. It takes a lot of guts to take the first step. It's a lot easier to follow but also more predictable and boring.

There is a really good saying that I quote a lot and that is "Nobody ever gets fired for hiring IBM". IBM is a well established company with huge brand recognition. Let's just say (for the sake of the argument) that there are companies out there who offer the same solution as IBM but even better and cheaper, it would still be hard to sell. I know that, because some of my clients have tried.


Why is it easier to buy from a known brand?

There is no risk involved. Even if the solution turns out to have some areas of improvement, it's still a safe bet and whoever made the decision to buy will hardly be questioned. But imagine, you are buying from a newly established company and there is problems. That choice might get a decision maker in trouble if things turn out the way they were presented.


The Courage potion

On the other hand, choosing a new company not only helps diversity but also innovation. When my client said that she would like to bottle up a bit of courage in a bottle and send it to her prospects, just so they take the leap of faith and explore her new offering she really meant it. Sometimes it's wise to stay with the "devil you know" but it's also important to choose carefully and give new kids on the block a fair chance. If we live our life or do business, always trying to be on the safe side we will not be able to grow or innovate. The most courageous people are the ones who changed our thinking and the way we live. Nobody would have thought 30 years ago that a handheld device will help us to navigate through most situations, from getting driving directions to finding a good restaurant. I remember the times when people were afraid of computers and now grandmothers are on Facebook (for better or worse).  


Courage also helps sales people

In sales we often lack courage as well because of the fear of being rejected and not wanting to lose the sale. Many times sales people accommodate rather than push back. They oversell because they don't want to lose the sale, forgetting that overpromising will have long-term effects.

Courage is essential when doing business in a successful way. Most successful people had to overcome ridicule and criticism and they had to muster up an enormous amount of courage to prevail. There is no success without failure and without courage we just stay mediocre.


About Monika D'Agostino

I am the Chief Consultative Sales Officer of the Consultative Sales Academy. My goal is to help companies and individuals grow their business through a mindful, consultative sales approach. My background was not in sales and to this day I believe that it has worked to my advantage. I learned the ropes by copying things that I liked and avoiding approaches that I disliked. The secret to my success is humor, tenacity and perseverance and following a Consultative Sales Process!You can reach me at: This email address is being protected from spambots. You need JavaScript enabled to view it.
or call me at: 203 299 1645 Find me on LinkedIn at:

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19 October 2013

Created: 19 October 2013
Category: /?id=45




author-Jeffrey Gitomer






Fifty-Year High School Reunion.-Seems like yesterday.

I graduated from Haddonfield Memorial High School in 1963. No computers, no cell phones, no internet, no email, no texting, no credit cards, no cassette tapes (let alone cds), and no cable TV.

How the hell did I survive? By playing ball every day after school. By riding my bike. By being active. Oh, that.

Back then, Haddonfield was a middle/upper middle class town of 12,000 with a high school of around a thousand kids. All smart.

DRESS CODE: If you wore blue jeans to school, they sent you home.

It was a different time.

Kennedy was president. Our history teacher made everyone subscribe to The New York Times, and every day he assigned us reading. The thing I remember most were the weekly Kennedy press conferences. They published the entire text. Kennedy had an amazing sense of humor. I devoured every word.

Part of the reunion weekend included a Saturday tour of the high school. Amazing to think about how big it looked back then, and how small it looked today. It looked like a page out of Catcher in the Rye.

And on Sunday there was a memorial service in honor of our fallen classmates. Friends. Good friends. Happy and sad all at once. And the reality that age is setting in.

After the service almost no one left. We started talking about high school and some of the teachers and classes. Funny stories, escapades, sports teams, assorted social events, and recounting memories of our departed friends.

Within a few minutes, the talk took a surprising turn. Each person talked about a teacher that impacted them. So many of the stories were similar – we were grateful for the teacher or teachers that emphasized writing and grammar. English. (The language currently undergoing a complete overhaul through the mediums of email and texting.)

Personally, I had a teacher my freshman year that gave a grammar test on the use of words EVERY DAY. They’re, there, and their. You’re and your. They were lessons banged into our heads – until through repetition, every kid got it. Me included.

Little did I know that 30 years later it would be the foundation for my writing career.

How’s your grammar?

How’s your use of your and you’re?

How’s your use of to and too?

Are you aware of how important grammar is when you put your emails, texts, blog posts, Facebook posts, and tweets out into the SMS and cyber world?

My classmates and I sang a chorus of appreciation for the grammar lessons. Although at the time those everyday tests and lessons were being given, every student complained.

For a moment I flashed on what would be happening in the same situation today. Parents complaining about too many tests. Teacher’s unions balking about too many papers to grade. Kids texting and protesting about abusive educational practices. And pressure forcing a “testing policy” to be fair to everyone.

Talking with a friend of mine tonight about the grammar lessons from high school, he said, “Whenever I see a grammar error in the subject line of an email, I delete it without opening it.”

NOTE WELL: Your grammar is a reflection of your image. Good or bad you have made an impression. And like all impressions, you are in total control.

NOTE WELL: It’s the little things. It’s the details. Your look, your image, your quiet confidence, your presentation skills, your knowledge of the customer, and your writing skills that include your grammar. And salespeople think it’s the big things. Like the price of what you’re selling and your sales techniques.

YOUR NEXT REUNION: GO! Not just to see the people, but also to remember and be grateful for the lessons that shaped your future.

My reunion was an affirmation that I got a great fundamental and foundational education – and then had enough sense to implement the information. I hope you did, and you do, too.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His new book, 21.5 Unbreakable Laws of Selling, is now available. For book tour dates and information about training and seminars, visit or email Jeffrey personally at  

© 2013 All Rights Reserved. Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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01 October 2013

Created: 01 October 2013
Category: /?id=45





Luckman's Law: Don't let anybody bully you, including your own ego.

The funny thing about this Luckman's Law is that for most, we still allow others to bully us. It could be a boss, your co-workers, your customers or maybe even your spouse.

Nobody should be a bully and nobody should allow others to bully them.

The best response that I've found when confronted by a bully is to fight back. I'm not talking about swinging a right hook. I'm talking about standing up to the bully and let them know you aren't going to stand there and take their crap. Most bullies depend upon their victim to cower in fear, and that's because most do. But your average bully doesn't expect you to respond in such a drastic fashion. And when confronted, typically backs down.

Now, let's talk about a more insidious bully. Your ego. You see, my belief is that your ego is not your friend. Never has been and never will be. Your ego is there simply to compare you and your possessions to others. When you compare favorably you feel good. On top of the world. Ready to conquer any challenge. But when you are compared unfavorably, when you don't measure up, the first emotion you feel is fear. Fear that you're not good enough, rich enough, talented enough, deserving enough or whatever. When the fear comes your confidence goes. You feel uncertain and begin to doubt yourself, your talents and your abilities. And then, when your confidence disappears, expect your self-esteem to follow.

Your ego uses your voice to tell you things that others have said, and lead you to believe were true about yourself. But the majority of what your little voice tells you are lies. Someone in your distant past, when you were too young to argue, planted the seed that you were in some way inferior to others, perhaps even defective. You accepted it because you thought it was the truth. Now I'm telling you, it's not.

The bad news is that you probably have a strong ego that gains pleasure in putting you down. The good news is you can eliminate your ego. A Course in Miracles discusses this in great detail, but it really is just a matter of refusing to listen to your ego. When that little voice starts talking to you you have a choice. You can listen and let its words take hold in your conscious mind and feel fear, or you can say to your ego, thanks for the advice, but no thanks. And let those negative thoughts disappear. It may take some time for your ego to finally listen to you. So, never never give up.

With Love, 


To purchase Michael's best selling book, Overpowering Fear - Defeating the #1 Challenge in Sales and Life:

To contact Michael:

  This email address is being protected from spambots. You need JavaScript enabled to view it.  or call 408.404.6764
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30 September 2013

Created: 30 September 2013
Category: /?id=45

author-Jeffrey Gitomer

Who is Martin Rooney? And why you need to know.


In early August I got a call from a guy named Martin Rooney who had just moved to Charlotte from New Jersey. Turns out we had a mutual friend who insisted Martin and I meet.

I agreed to meet. He’s a new guy in town and he’s a friend of a good friend. We’d have a short meeting and be done. So I scheduled a 30-minute breakfast.

At breakfast, Martin and I began to talk. Three hours later, we were still talking.

We talked sales, martial arts, fitness, health, speaking, writing, and 100 other things. We exchanged books and agreed to carry the conversation deeper. Martin agreed to help me get “in better physical shape” at his training facility.

Martin Rooney bills himself as a Fitness Philosopher. But he is at the top of his profession as both a trainer and a speaker on fitness. He has been a trainer-consultant to athletes from the NFL, MLB, NBA, and has trained numerous Olympic medalists. He produced the fastest athlete at the NFL Scouting Combine four times. One hundred of the athletes Martin has trained have been drafted to the NFL, and the contracts signed were in excess of a billion dollars. Not bad.

My training is taking place at one of the facilities he licenses in his, “Training for Warriors” program. He now has over 70 locations worldwide and over 1,000 trainers have become certified in his training system. Not bad.

So, what’s the attraction? Adonis wants to train an overweight old man. Doesn’t seem like a fit – until you discover our mutual passions: thinking, writing, and speaking. We also both have four daughters, and we’re both from New Jersey. We are helpers at heart, and we exchanged amazing ideas in the first three hours. So many ideas that I believe I have found a new life-long friend. Not bad.

He gave me a copy of his book Rooney’s Rules. He creates a new health, fitness, sales, philosophical rule every day.

Here are a few examples of his philosophy, his thinking, and his writing:

• Want to be REMEMBERED tomorrow? Then don’t FORGET to do something great today.

• You don’t become the thing you THINK about all the time. You become the thing you DO all the time.

• The real garbage holding you back is all the time you throw away.

• Try new things. Biting into the unknown may be the best way to cut your wisdom teeth.

• Success may have less to do with the depth of your background than it does with the strength of your backbone.

• When fighting this battle called life, taking yourself lightly may be your heaviest artillery.

• Hindsight is worthless until you are able to use it to gain insight that can be used to positively affect your Foresight.

• Algebra and Trigonometry are less important than learning to correctly add your strengths, subtract your faults, divide your time and multiply your talents.

• Just like a well-prepared meal, a well-prepared day often ends with a clean plate.

• If you aspire to retire after building an empire, the best way is to inspire as many people before you expire.

• Most people often develop a weak set of knees when it comes time to take a stand for themselves.

• Perhaps the most important thing you can be when you grow up is Yourself.

• The key to confidence has less to do with inborn talent than it does with ingrained practice.

• Just like the tide, you will rise or fall as a result of the most influential bodies around you.

• The Road to Success does not intersect with the Path of Least Resistance.

• Joy follows success. Success follows experience. Experience follows failure. Don’t fear failure. Without it there is no joy.

• Your life will not be measured by how many days you get to "take off", but instead by how many of the days you "take on."

• The easiest way to lead an unsuccessful life is to work hard all day to get out of a hard day’s work.

• Most people think the difference between easy and hard can be found in the problem. Successful people know it’s found in your head.

• Your Reputation and Credibility are just like your muscles. They take years to develop but can be lost in a short time of misuse.

• Action is your most important export. Better to use it up in the storefront than to keep it stored away in the warehouse.

• You’re a product of your priorities. You have 168 hours a week. If you can’t find five to workout, you’re not busy; you’re insane.

• Don’t go "halfway" with anything you do. Either go "all out" or not at all. Your "whole heart" always beats your "half ass.”

• Make your enthusiasm for success stronger than your fear of failure and you will become unstoppable.

• One way to stand out is to be kind, fair and hard working in a world that often isn’t.

• Unlike a great steak, great effort can be rare and well done at the same time.

• Waves of problems will always break on the shores of your life. It is not the wave, but how each is ridden that will reveal you.

Pretty cool, huh? Martin Rooney is a deep thinker and doer who is able to express himself in a very intelligent and thought-provoking way.

He’s putting me through my paces. And I’m loving it.

SO FAR: I have been to Martin’s workout facility six times. I’m getting personal training from a world master. And it’s a fun exchange of ideas along with the grunting. I love it. I am building strength and friendship at the same time.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His new book, 21.5 Unbreakable Laws of Selling, is now available. For book tour dates and information about training and seminars, visit or email Jeffrey personally at  This email address is being protected from spambots. You need JavaScript enabled to view it. " style="color:rgb(0, 0, 255)"> This email address is being protected from spambots. You need JavaScript enabled to view it. .

© 2013 All Rights Reserved. Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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26 September 2013

Created: 26 September 2013
Category: /?id=45



Master The Top Ten Characteristics of Successful Sales Professionals

#3 Attitude Control

By Bob Urchuck


In a previous article I shared a list of the top ten characteristics of successful sales professionals. In this article, and future articles, I will outline how to accomplish each of the top ten characteristics through sales techniques, sales tips and where possible, through sales training.

Today the focus will be on the #3 characteristic – Attitude Control. But first you need to understand the meaning behind the word “Attitude”.


Attitude is the key success factor and the foundation to your success. You cant build anything without a solid foundation. Attitude is the foundation for all successful people, not just sales professionals.

What is attitude? Attitude is your way of thinking or behaving.

Your attitude towards people influences your behavior towards them. Your attitude affects your level of satisfaction with your life and with your job. Your attitude affects everyone who comes into contact with you. Your attitude is reflected in your tone of voice, posture and facial expressions. Your attitude can affect your health. It is your attitude that will make the biggest difference in your life—particularly when it comes to what you want to be, to do or to have.

Your past and present are a result of your past attitude. However, your present attitude will determine your future. Right now, you are the author of your future.

Attitude is the “advance man” of our true selves. Its roots are inward, based on past experiences, but its fruit is outward. It is our best friend or our worst enemy. It is more honest and more consistent than our words. It is a thing that either draws people to us or repels them. It is never content until it is expressed.

Everything revolves around you and your attitude towards yourself, your organization, the team and the products or services that you sell. Take hold of your attitude, realize it is yours and develop an attitude of self-respect, self-confidence, and self-worth. Develop an owner's mentality and be proactive.

Attitude is the librarian of our past, the speaker of our present, and the prophet of our future. Yet, your attitude is within whose control?

The greatest thing about attitude is that it is not fixed and it is 100 per cent within your control. Your attitude is up to you. You are the author of your future!

Your beliefs, based on past experiences and what you have let in from the outside world, determine your attitude. Your attitude will determine how you feel. How you feel determines the actions you take and the ultimate results that you get in life.

The first thing to do is to review your beliefs. You are now an adult and should be able to distinguish between fact and fiction—what do you really believe about you? What is real and what is not? Only you can change your beliefs.  

How you see yourself, your self-worth, your self-esteem and your self-confidence is all part of your attitude. How others perceive you can influence your attitude, as it has in the past. That is external influence. If you accept that influence, whether it is positive or negative, you will let it affect you internally.

However, if you become aware of those external influences and decide to lead from within, using the power of the red X to cut out all negativity,

you start to take control of your attitude.

Remember, both attitude and discipline are within your control. They are the foundation for on-going self-motivation and personal success. Recognize and reward appropriate behaviours and you will enjoy effective habits and valuable disciplines. You can be well on your way to where you want to go.

Take control of what is within your control and have a win-win attitude in all that you do. However in sales, you cannot succeed alone – you need buyers!

Attitude and Discipline are covered in detail in the book “Disciplined for Life, You are the Author of Your Future”.   If you prefer video it is also available through our interactive virtual training, or online training, platform.

Stay tuned for more sales techniques and tips on how to master the top ten characteristics of successful sales professionals.

Do you want to learn How to Execute the Disciplines of Attracting, Engaging and Empowering the “Buyer Focused” Velocity Selling System, to Up Your Bottom Line? Visit and join now!

Sales Velocity. Your Bottom Line. Our Passion

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23 September 2013

Created: 23 September 2013
Category: /?id=45




Join the Sales Mastery Mission and Make a Difference

By Mike Kunkle


When I was writing my own blog, Transforming Sales Results, I was fond of reminding readers that we must continue to “elevate the sales profession." When I learned about the Sales Education Foundation, I was intrigued to learn they used the same phrase. I think it's apropos and a worthy purpose. And if Dan Pink is right in Drive, purpose, autonomy and… you got it… mastery, are the building blocks of true intrinsic motivation.

I suppose that's why I get annoyed with those who drift through the sales profession, as well as those who do the same in our equally-worthy training and sales enablement profession. Either holds us back from achieving all that we can, which I partly wrote about recently in a post entitled Sales Transformation - No Guts, No Glory.  

This got me thinking again about sales mastery, and how we might rekindle the wavering masses, or further fuel the souls who already care about excelling in our profession, but can do more to help others along the path.

You can have everything in life you want if you will help enough other people get what they want.

~ Zig Ziglar ~ 

My first advice? Stop the "tips and tricks." Instead, start a Sales Mastery Mission.

My Personal Journey
I got into sales in late 1984, working for an entertainment company, after spending two years making a living as a musician. It was a tenuous time for me, leaving something I had such a passion for. After many years of lessons and four intense years of music school and endless hours in rehearsals and practice rooms, I finally had to come to grips with the fact that I was really good, but was not going to be really great. Exit, stage left. Enter the world of selling.

At first, I wasn't so good at selling. Fortunately, the business owner saw something in me and was good at training and coaching. I started on another journey over the next few years.

During that time, I read everything I could get my hands on about sales. I checked books out of local libraries, bought tape sets, and spent money I barely had on a Dale Carnegie course. I started to develop an interest in training and coaching, so I joined ASTD and ISPI to get the magazines, mostly, and subscribed to Gerhard’s “Personal Selling Power” magazine (the original name), and joined Toastmasters.

Practice, Practice, Practice

I also did something else I didn't see many others doing. As if I were still a musician, I practiced. I practiced asking questions, I practiced talking about my products, and I practiced resolving objections. I practiced in the mirror and I role played with others when they would tolerate it. I did a lot of inside sales (“phone sales,” in those days), and often called other reps in the company to practice over the phone.

Oh, but that wasn’t all. In my car, I talked along with my cassette tape sets to internalize them, I audio and video taped myself and reviewed them, I asked people I respected for advice. I learned to write scripts conversationally and rehearsed them. I write down every objection I heard and talked to top producers about how to resolve them, and mimicked what they did.

For those who can't imagine these horrendous prehistoric conditions, I did this without the internet, with cassette tapes, using VHS videos instead of digital camcorders and YouTube. I actually wrote things down on paper. (I may have done it by candlelight while avoiding Velociraptors, but I'll never admit it.)

So What?

What's my point?

It's honestly not to impress you with my story about how I walked through 6-foot deep snow drifts, back and forth from school daily, uphill both ways, wearing only a wind-breaker. Without shoes.

But it is this: how often do you see this behavior today? Are you driven toward mastery? Are you encouraging it in others? Just how committed are YOU to your personal mastery and inspiring others to take the journey with you?

Whether we hire for it, inspire it, reinforce it, gamify it, or set up the culture and systems so it can't be avoided, we need to foster the obsession drive toward mastery.

The good news is, the world has changed and doing it today is so much easier... videos can practically be recorded and posted on demand, mobile technology abounds, we have knowledge management, apps, performance support, excellent training, content all over the internet, and more. And, the information about how to succeed is all around us. If you’re a sales pro, hopefully, your company invests in the processes, methodologies, systems, and tools and supporting training and coaching to help you. But if not, what are YOU going to do to become a master? If you’re in sales training and development profession, what are YOU doing to build mastery systems?

We need to get behind a ubiquitous Sales Mastery Mission. This is the difference between just offering training and building a continuous learning environment and culture, focused on building sales competence and excellence. You know I’m a fan of aligned process, methodology and systems, so an organizational voyage toward mastery is more effective than just a personal journey, but no organizational efforts succeeds without the personal commitment. It starts with each of us. And, of course, if there is no organized company effort, make your own journey. But if your company is offering support, meet them halfway. Bouncing between sales tips and tricks is not a effective as getting everyone rowing in the same direction.

It’s Time. Challenge Yourself – Challenge Others
Some questions to consider:

  • Why did you get into sales, sales leadership or the training and sales enablement profession?
  • Do you need to recommit to mastery?

      If yes, how will you do it and what will you do next?

      If no, how can you further spread the word and involve and inspire others?

  • How can you develop and encourage sales mastery at your company?
  • How can you get involved in your community?
  • How can you get involved with the Sales Education Foundation?
  • What else can you do?
  • How can those of us in the sales performance improvement industry better serve you, as you do all this?

This is a topic I’m passionate about and I would enjoy hearing your feedback, whether you agree or have another perspective. I’ll end with some related reading and a few resources that may help along your journey. Please feel free to share resources that you think might help others.

And by all means… please… let’s join forces in a Sales Mastery Mission. The future of our profession may depend on it.

Related Reading





Independent Authority on Sales Training


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23 September 2013

Created: 23 September 2013
Category: /?id=45





Lean Forward - Or Walk Away?

By Monika D'Agostino

Recognizing Buying   Signs

  1. Dating &   Selling & Why They Are So Similar!”).

Being a salesperson can be discouraging at   times, especially if you have put significant time into developing an   account, preparing a proposal or working on a contract and then not closing   the sale. It’s easy to start thinking   of what you could have been doing with the time you just “wasted” working on   a sale that you didn’t get. You could   have been fishing or practicing Yoga.   But just as with fishing, you need to throw the line in before you can   catch fish. If you wait to throw the   line in only when you think there will be a big catch, it will never   happen. Top salespeople realize this   and often “pay themselves” for each sales call, knowing that they need to   have sales activity in order to generate sales. Top sales professionals know that they get   paid for every NO!

Gaining Commitments

When you ask for an appointment – This may seem   insignificant, yet it is often the first YES   that gets the ball rolling. A customer   will not commit to you until they’ve said ‘yes’ at least twice. Assertively asking for an appointment is   the best way to start the closing process.

When you first meet with the customer and begin to   uncover needs   – You may simply state,

“If   we can show you how we can increase your production by utilizing us as a   source, will you consider switching vendors?”   You are beginning to condition your customer to say ‘Yes’.  

When a customer asks you for something or has a special   request–   For instance, when a customer asks you to put together a quote or special   pricing. STOP! Don’t run off to purchasing or your manager just yet! Right   now, this is a perfect opportunity to close by asking the customer for a   commitment.

“Assuming that we   are able to do what you ask, will you go ahead and switch to us as your main   supplier?”

Secondly,   it will clear up any misunderstanding or missed intentions that will save you   and your purchasing department or your management from wasting time.

When you’ve uncovered a need – you can simply   ask a question like,

“If we can take care   of that concern, you’ll want to go ahead with this, right?”

Over 18 years of research and competency modeling with   over 4,500 top performers has shown again and again what top sales people   think about and do:

  • Top salespeople realize they get paid for   every NO.

(Some sales professionals even pay themselves for each   NO.)

  • There are   fears of closing both from the buyer and seller (yes, you!) perspective. Knowing your sales numbers helps to   alleviate these.
  • Don’t change voice modulation when closing   the sale.
  • That you should lean forward before asking for a commitment.
  • Pepper statements with glamour words to   create interest.
  • Simply acting on buying signs will close   the majority of sales.

Closing signs that your customers may demonstrate include: When the buyer leans forward, or when   the buyer asks specific questions, or your customer gives you a verbal or   visual acceptance signs (such as asking you to explain something again, or   nodding in agreement).





About Monika D'Agostino


I am the Chief Consultative Sales Officer of the  Consultative Sales Academy. My goal is to help companies and individualsgrow their business through a mindful, consultative sales approach. My background was not in sales and to this day I believe that it has worked to  my advantage. I learned the ropes by copying things that I liked and avoiding approaches that I disliked. The secret to my success is humor, tenacity and perseverance and following a Consultative Sales Process!
    You can reach me at: This email address is being protected from spambots. You need JavaScript enabled to view it.    
    or call me at: 203 299 1645
    Find me on LinkedIn at:

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23 September 2013

Created: 23 September 2013
Category: /?id=45


Who are the influencers in the B2B buying cycle?

by Ian Dainty on


In the B2B lead generation video series, this is the 46th video.

Following on from our last video, about the B2B buying cycle, you need to know who influences any sales in the B2B buying cycle.

There are four influencers or groups in any B2B sales or proposal. It is mandatory to learn who these influencers are, and how they will influence your proposal.

To become excellent at B2B lead generation, there are many questions you need to answer about your business, and how you will develop those leads. I have set up 101 questions to help you and your company become excellent at B2B lead generation. Watch daily for a new video.

All of these questions and answers, in this video series, will help you in your B2B lead generation and overall B2B marketing processes. As we go through each video, you will better understand how marketing has become even more important than sales.

Obviously selling your products and services is the ultimate goal. However, if you do not have an online B2B marketing strategy, along with a strong social media strategy, then the sales, of your products and services, will be few and far between.

This has happened because of the Internet and how people find you first in their search. So an Internet B2B marketing strategy is imperative to your company’s sales success.

To ensure you get all 101 videos in the Q&A series, sign up for either the RSS Feed, or the email notification in the right hand column.

Be sure to “like” this video so your friends and colleagues can see it and follow the videos. Also, send me your questions, to my email below, so I can answer them for you, and include them in the 101 questions.

Please leave your comments about this video, and all of the videos, below.

Kind regards,

Ian Dainty 416.277.4537 This email address is being protected from spambots. You need JavaScript enabled to view it.

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20 September 2013

Created: 20 September 2013
Category: /?id=45


author-Jeffrey Gitomer



What’s the difference? What’s the weakness?


By Jeffrey Gitomer

Hi Jeffrey, I just purchased your new book on the 21.5 Unbreakable Laws of Selling. As usual, it’s full of amazing content. But as I read it, it generated three compelling questions I hope you can answer. Thanks, Brandon


1. What is the biggest difference between selling today and 10 years ago?


Three things have changed selling (and buying) forever – THE INTERNET, SMARTPHONES, and SOCIAL MEDIA. The Internet sells trillions annually, and it does it 24-7-365. Customers can investigate, shop price, compare prices and values, and buy with one click – anyplace in the world. Social media is the largest one-on-one sales reference on the planet, and like the Internet, it’s keeping business (and salespeople) honest. And it’s making smarter customers. Smartphones have created access. Ultimate and instant access. Apps are the new Internet. And the combination of these three elements has changed the face and manner of doing business – forever.


NOTE WELL: You can only SELL at your place – but customers can BUY anyplace in the world – any time of the day or night.


What has changed is that salespeople HAVE NOT CHANGED. No personal website, no personal brand, no social media interaction, and not taking advantage of smartphone technology.


ADVICE: Get heavily involved with the Internet. Make sure it serves your customers, not just your company. Get heavily involved in social media, and don’t just post – respond to comments, concerns, and praise. Use your smartphone to study your marketplace, transact business, and post on social media. ASK YOURSELF THIS: Is it easier to find and do business with you, or your competition? Got app? If not, invest whatever is needed in people and money to set and maintain a leadership position in all three areas.


2. Why “21.5” unbreakable laws and not more or fewer?


I started with more than 50 laws that I had written and compiled over the years, and after weeks of study and deliberation, I pared it down to 21.5 through combination and elimination. These are THE hard-and-fast laws of selling. They cannot be broken, unless you’re willing to lose sales. These laws form the foundation for your selling success and your personal success. CAUTION: They are NOT rules. They are LAWS. Rules can be bent or broken, but laws remain steadfastly the same. BIGGER CAUTION: Reading the laws once will not make you great – re-reading, studying, and implementing them day-by-day will.


3. What are the biggest mistakes salespeople make today?


I have interacted with hundreds of thousands of salespeople – that’s how my 21.5 Unbreakable Laws of Selling came about.


During my continuing journey, I have seen 3.5 flaws that are common to all weak salespeople. Not necessarily “mistakes,” like asking the wrong questions. Rather, blunders and errors in judgment and thinking that causes failure...


1. Lack of belief in what they sell, who they represent, and in themselves. Lack of belief shows up in your presentation and is evident to the prospect. ADVICE: Visit customers who LOVE your product and have been loyal to you for years. Talk to them about WHY they have belief. It will strengthen yours.


2. Lack of love of what you do. If you have “hate” or have “no passion” for or about what you do, you’ll never give it full effort, and you’ll always be looking for greener pastures. “They don’t pay ne enough” will ALWAYS be your mantra. Your attitude will suffer more that your sales. (If that’s possible.) ADVICE: Find a job you love before you’re fired from the one you don’t.


3. Blaming everything and everyone for what goes wrong or what didn’t happen, rather that taking responsibility for what happened, and adding personal responsibility for making things happen. Seems so obvious, yet it’s one of the biggest missing elements of sales (and society). ADVICE: Responsibility starts in the bathroom mirror in the morning. Look, smile, and commit. Next, check your language. Negative talk is usually blame talk. Avoid it. Get a partner to stop you when you start. This is one of the biggest challenges in sales and life. CAUTION: The media is blame-ridden, and the more you expose yourself to it, the more you are likely to play the game yourself. Turn off the negativity. Turn on your life.


3.5 Weak resilience. Rejection occurs 74% more than acceptance. Salespeople, especially those forced to make cold calls, weaken and bow out way too soon.


There are many more mistakes made by salespeople – too many to list here for sure – BUT many sales shortcomings can be reduced or eliminated completely, simply by taking responsibility and purchasing the 21.5 Unbreakable Laws of Selling – and putting the laws into action.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His new book, 21.5 Unbreakable Laws of Selling, is now available September, and will feature a national public seminar tour.  Get the details at It will lead you to more information about training and seminars, or email him personally at //D68862E5-D3FA-49FC-8A72-BE28E5697001/Library/Caches/TemporaryItems/Outlook%20Temp/ This email address is being protected from spambots. You need JavaScript enabled to view it. "> This email address is being protected from spambots. You need JavaScript enabled to view it. .


© 2013 All Rights Reserved. Don’t even think about reproducing this document


without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112


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