Like many of the sales tips I have read, seen, or listened to, his focus is on the sales person's attitudes and beliefs. In each 4-5 minute segment he gives some practical tips for sales topics such as prospecting, cold calling, closing, and overcoming objections. Most of his time, however, seems to be spent on the sales person's attitude.

That got me thinking. Since everyone that knows anything about sales talks about your personal attitudes, they must be on to something. Take a look at Jeffery Gitomer's books. Or read MaineBusiness' own Jim Bouchard's Personal Power. They all seem to say the same thing: Beleive that you will succeed, work hard, and you will eventually achieve your goals. If you believe that you will not succeed, then you never will.

Why is this important? People don't want to buy from someone who isn't sure of him or herself. They want to buy from someone that is confident. An unsure person spreads fear, uncertainty, and doubt which make the prospect not want to buy. A confident person builds trust, is fun to be around, and makes sales. In order to become more and more confident, we need to continually reinforce the beliefs we want to take with us into sales meetings. This is done by reading books, listening to podcasts, and going to conferences.

I enjoyed the podcasts. They were refreshing, and by the time I got out of the car I was ready to do some fresh prospecting. I was actually excited about talking to some new people!

Mike Freeman

"The salesman has left the building."

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