From the category archives:

Lead Generation

How to Control Your Emotions and Sell

Sales will always have up-and-downs and it is up to you to determine how you react to the sales whirlwind. Will you reach your goal and sit back, or hit your target out of the park? Will you get back up when things don’t go your way? It is important to understand that we are […]

Read More

Can You Really Generate Sales Leads Using Social Media?

In 1992 I was introduced to the internet. Not exactly the internet but a makeshift version. I was a member of National Capital Freenet – Ottawa’s first newsgroups site. My username was bb052. I posted on forums about Nintendo, WWF wrestling and Ninja Turtles. And it was awesome! Although pages took minutes to load, it […]

Read More

5 Killer Tidbits to Improve Your Sales Appointments

I recently took a few days off to attend my sister’s wedding. I had the privilege of walking her down the aisle and being the MC at the reception. It was a great time, I was able to see old relatives and make some new ones, and I am really happy for her and her […]

Read More

The 1 Minute Read That Will Save You Hours

You are inundated with tasks. Whether it’s calling your customers, visiting them, fulfilling their orders, paying your bills, cleaning your house, maintaining your car or cooking – it seems there is not enough time to get it all done. Well there is one myth that I want to debunk as I find it increasingly redundant […]

Read More

Why You Should Learn to Shut the F*** Up

Yes I said it. But only because this will be one of the most important tips I post on the PSS site. SHUT UP! You are probably wondering: how can I sell if I am not talking? Well the truth is – most, if not all selling – is done when you aren’t talking. Fast […]

Read More

What Influences A Buying Decision: Emotion or Information?

What influences a customer’s buying decision: emotion or information? This is the question of an interesting debate going on at the PSS LinkedIn group. I thought I would extend the debate here on the blog and throw in my two cents. Let’s break down the question and see why one may trump the other in […]

Read More

The Most Important Buying Signal in Sales

Hearing no is one of the most difficult experiences to get over as a new sales rep. But little do you realize, no is the greatest opportunity of all. Hearing no is better than hearing nothing at all and it provides you with an opportunity to find out the prospect’s objection. A no is usually […]

Read More

The 3 Takeaways of a Successful Needs Assessment

When creating a relationship with a potential client you will want to perform a needs assessment with them prior to pitching them on a customized solution. A needs assessment is an initial meeting where you identify exactly what the customer hopes to achieve with your product or service, and to highlight what your product or […]

Read More

The Only Thing Stopping You From Real Success

In this convoluted digital world we get distracted by all the cyber-action clouding our senses. And this can hurt us from narrowing in on what drives our success. The best way to focus is to eliminate the one thing that at times holds us all back from true success. Fear. Riaz, I ain’t afraid of […]

Read More