From the category archives:

Needs Assessment

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 […]

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Does Your Pricing Strategy Suck?

Give them value and they will buy. But what happens when you leave money on the table? Or when you pitch too high and they decline altogether? It can be a struggle to determine how to price your solutions. You have made that connection, finished the needs assessment, and now it is time to determine […]

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5 Things Your Clients Hate About You

In sales we typically sharpen our skills by looking at what works. And then we attempt to improve upon it. But it is also beneficial to avoid denial and address why your client may not be opening up to you. We like to hold on to the small details and say to ourselves: “I think […]

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How Numbers CAN Lie

In sales we hear it often: The numbers don’t lie! But if I conducted a poll which is considered “statistically significant” or scientifically accurate – which means it has a sample size of 1000+ respondents – and posed the question: “Is this poll statistically significant?” The first 999 people would vote no and be correct. […]

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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 […]

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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 […]

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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 […]

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Is Variety Killing Your Sales Funnel?

When my family moved from England to Canada in 1987 we went from having 5 television channels to 29. Oh the excitement of having all of these shows from which to choose! Nowadays, we have hundreds of channels at our fingertips. In 2012, we can see almost anything we want, and yet I hear it […]

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Is Transparency the Ultimate Sales Tool?

Business in the old economy was about trade secrets and mechanisms to keep the competition at bay. The competitive advantage was securing information that others could use to jump ahead in the game. Those days are gone. We all know the power of relationship building through social platforms and the amount of information that can […]

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Why the Best Salespeople Can Sell Anything

In the B2B sales world, we often come across sales gurus who just appear from nowhere. They have an unwavering confidence – often possessing an aura of being able to sell dirt to a germaphobe. But what gives them this confidence? And how are they backing it up by translating leads into sales? The best […]

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