What’s holding you back from sales success?

What will make you more successful in sales?

When you ask most sales experts, trainers, managers and coaches questions like this, the answers are often Unsatisfyingly Un-Actionable.

The question is usually asked differently, a bit less direct – for example:

What is the most important attribute of great salespeople?

Answers are usually along the lines of:

  • They have the right personality for sales
  • They are great listeners
  • They are great with people, or building rapport, or trust…

Now all of those things are great (and true – and truly important….), but imagine this: You are determined to get better at sales – more revenue; more effectiveness with customers; less time and effort to close the sales that are destined to close and less time wasted on those that never will….

Great goals!

The common answers to the generic but common questions above don’t really help.

I mean – what are you going to do – go get a better personality?

…or listen more – to what? And then what? And what if they don’t talk either?

…or try to build better relationships – how? And how do you tie that to making more sales?

So what can you DO – RIGHT NOW – to get better at sales, to get better results, and maybe even – dare to dream – to do so with less effort, less time and less stress….

  • Read sales books?
  • Go to a seminar?

Maybe inspirational, but not usually complete, or actionable, or tailored to your needs.

What you need is an effective, personalized selling system.


Here’s the straight answer:

  • Your personality will become better suited for sales when you do more selling (the right way).
  • Your listening and questioning skills will become stronger the more you do sales – the right way.
  • And your ability to foster trust, build rapport, and all of the other stuff that makes salespeople great will grow the more you do sales the right way.

So the trick – it seems – is figuring out how to do sales the right way!

So how do you DO that?

My resolution this year was to help as many people as I can answer that question for themselves. After more than two decades in sales and success as a sales consultant, trainer and author, I have put together a simple but complete do-it-yourself program to achieve that goal. I don’t want to make this a (too) blatant promotion for my new self-study sales training program, so see the footer of this post and follow the links if you want to learn more.

Whether or not you do that, remember this: The next time you read something about sales and selling that is supposed to help you improve your results, ask yourself what you are supposed to DO as a result of what you read. In many cases, it is hard to answer that question, but when you can, you are one step closer to getting better!



Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!