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Mercury Professional Development, Inc. | Phoenix, AZ

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Professional Development

Once you’ve identified a goal that really matters to you, you’ll be more likely to attain it if you put the power of visualization to work on your behalf. Visualization is only one part of the goal-setting process, but it’s a vitally important part. It makes a goal seem much more real and attainable and harnesses the extraordinary power of your subconscious mind.

A young ambitious sales professional wished to be top dog, not just in his company, but in his industry, so he sought counsel from a wise man. "Tell me, oh wise man, what do I need, in order to be the best sales professional in my business?"

Bill, a veteran salesperson with a deep hesitation about approaching prospects online, had been trying to gain traction for months at a company called Acme Logistics. A competitor had won all of Acme’s business, but Bill felt certain that if he could secure a meeting with the company’s CEO, Mary Moore, he could make a powerful case for winning Acme as a client.

You’ve met them…the quiet, brash, fearful, bold, talkers, listeners, nice, rude, recluses and nationally known.

Here’s what you can do to get along better with them…

Sales challenges can be either technical or conceptual. Technical challenges are specific skills and tools. Conceptual challenges are reflect our personal mindset and comfort level in various sale solutions.

Here’s one simple way. Apply the 90/30/20 rule. This rule is simple: - People remember 20% of what they hear - They remember 30% of what they see - And…. They remember 90% of what they do So, how do we leverage this rule when we’re engaging potential clients?

To create a great 30 second commercial, consider the “what do you do” question from the perspective of a prospect in pain who eventually turned into your happy customer.

A winner has alternatives, a loser puts all the eggs in one basket. Maybe I should plan my sales call… I’ll say this…he’ll say that. Then, I’ll say this, and he’ll probably counter with that. And then I’ll bring this to the table…and I’ll win! And, you’ll probably be wrong.

Think about your beliefs about sales, and ignore any excuses for a few minutes, and ask yourself…do you have any of these beliefs (or others) that may get in the way of your sales or leadership?

Some people believe that salespeople are born. After all, some people have natural born charisma. They love to talk and meet new people. But sometimes they just won’t take ‘no’ for an answer. And perhaps some people are born to be engineers, as well. They analyze and calculate the most mundane things… for fun. But can you teach an engineer to sell? And how about lawyers, and accountants?

Many sales managers continue to make hires from their gut— we can’t talk them out of that in 60 seconds. But we can offer a few suggestions.

People are pretty skilled at “reading” other people, at least subconsciously…even your desperation. They can sense congruency (or lack of it), a feeling that something’s wrong. We give cues…facial expressions, visible body language, bad eye contact, staggered breathing, or even sweat dripping off your brow. And when something seems wrong, people become cautious…of you.

Some people believe that salespeople are born. And many great sales people have natural ability. But is natural ability enough? What makes a great salesperson?

Work Smart, Not Hard Hard work is good—if you’re doing the right things. But if you’re doing the wrong things—it can be hardly working. It’s critical to have a system with specific steps—so you can know you’re always working on the right stuff, at the right time.