CPSA.com - SELF-IMPROVEMENT

Sales Peak Performance: Creating the Emotional Resiliency of a Champion

ck Conlow — Fri, 27 Jan 2012 12:27:46 GMT

Eight decades ago, Dr. Evan O'Neill Kane of New York's Kane Summit Hospital felt doctors were losing too many customers in appendectomy surgery, mainly because of the effects of general anesthesia. He felt that local anesthesia would be better for the customer but, not surprisingly, no volunteers came forward to test his hypothesis. Until, that is, February 15, 1921. That's when he finally performed an appendectomy with local anesthesia -- on himself! In the process, he changed accepted medical

11 Time Management Tips that Every Sales Professional Should Implement

rl Henry — Fri, 13 Jan 2012 09:59:23 GMT

It’s kind of a bit ironic that some of the best material available on time management can take hours to learn and apply. With that in mind, I’d like to offer you a handful of guidelines that have served me well over the years. While I’m certainly not an expert in the field, and would recommend you try some other books and CDs on the subject, these tips should help you find more time in your workday for the important things:

Don’t waste your selling time: Learn how to increase your ROTI (Return on Time Invested)

chelle Cain, CSP — Mon, 12 Dec 2011 09:49:23 GMT

We live in an increasingly time-starved world. There never seems to be enough time to do everything we need to do, both in our careers as sales professionals and personally with our family and friends. How can we deal with this seemingly never-ending quandary? While we cannot manufacture more time, we can manage it more effectively. I suggest that you start to think and act like an investment manager when it comes to how you invest your selling time.

Understanding And Selling To People Of Different Cultures, Generations, & Personality Styles

ll Dennis — Thu, 08 Dec 2011 11:09:21 GMT

Sales professionals in Canada are increasingly being challenged by the wide variety of individuals they are encountering from different cultures, generations, and having different personality styles. One of the most important “competitive edges” a sales professional can develop in today’s highly competitive marketplace is to become significantly more aware, sensitive, and knowledgeable about the following: the various cultures of the world, the four different generations, and the four types of p

How to Write Winning Sales Proposals

ul Kidston, MBA, CSP,CSPC, P.Mgr. — Thu, 08 Dec 2011 10:57:31 GMT

What are the most important components of a winning sales proposal? Should all proposals look the same? These are the questions I often hear from sales professionals. Let me share some insight and best practices I have learned from sales leaders who consistently win contracts.

Don’t Limit Your Sales Potential: Create a Differentiated Customer Experience

ve Holt — Mon, 05 Dec 2011 08:12:33 GMT

Organizations are continually looking for ways to differentiate themselves in a very competitive marketplace. With fierce competition, it is getting harder and harder for organizations to differentiate themselves on product alone.

The top 3 crippling mindsets that sales professionals should overcome

m Stephens — Wed, 16 Nov 2011 13:51:14 GMT

The power of subconscious thinking is a reality we experience every day. Unfortunately, most of us are oblivious to the thought seeds we sow and the affect of those thoughts on our daily activities. Developing an awareness of your subconscious programming and learning to reprogram your thinking is essential for business owners, managers, and sales professionals.

Are Your Work Relationships Not Working?

l Silvester — Thu, 03 Nov 2011 15:06:48 GMT

Having successful relationships in the workplace requires only three simple things:

1. people who think exactly like you do;
2. people who have the same exact needs as you and;
3. people who have a perfect history with you.

Reverse Engineer Your Way to Success in 5 Steps

vin Graham — Fri, 21 Oct 2011 14:38:18 GMT

Engineering is a complex topic, but have no fear; this exercise in “reverse engineering your way to success” is simple and effective.

As a sales professional or executive, you likely have a revenue quota. Nothing is more important than hitting that number. But obsessing on your total quota is no way to hit the number, so break it down into actionable levels.

10 Timeless Business Tenets for this Economy

drey Wong Chung — Fri, 21 Oct 2011 11:42:01 GMT

In the current economic climate, it is often difficult and strenuous to maintain a consistent and positive environment among team members. Different personal goals, a tendency to put one’s self first, and the discomfort of speaking one’s mind are just a few of the difficulties team members face when trying to work together for the most effective business outcomes during uncertain times. Fear-based reactions such as judgment, ridicule, and anger often become the default model of a lot of well-me

The Trouble with Traffic

rk Ryski — Thu, 06 Oct 2011 10:56:50 GMT

Whether same-store sales are up or down, analysts want to know what drove results. If you've listened in on an earnings call for a major retailer lately, undoubtedly you've heard the question: was it ticket or traffic?

The Top Ten Reasons Sales Professionals Fail on the Phone

vin Graham — Fri, 09 Sep 2011 13:00:40 GMT

Technology comes and goes, but the phone will likely be your lifeline to revenue for decades to come. If the phone is one of our primary modes of engaging the marketplace, why do so many sales professionals perform so poorly at this stage?

How Many Times Do You Call a Prospect Before You Stop?

ura Schreier-Fleming — Fri, 12 Aug 2011 10:07:06 GMT

Think back to the last time you did something that you regretted. For me it’s not that long ago. I filled out an on line form requesting information about a product. I thought I would get some information emailed to me. Then I could review the materials and make a decision about next steps. Imagine my surprise when something totally different happened.

Create a Value Hypothesis Early in the Buyer’s Process

chael Nick — Mon, 18 Jul 2011 12:26:03 GMT

Research doesn’t always mean making a change. This is the first step in determining a prospect’s threshold for pain. This is the sip of hot coffee, the toe in the cold water, that little test we do to see if we really want to pursue a solution to our issue. The good news is you have passed the first stage of the buyer’s process. They now realize they have a problem. The questions you must ask however are, “Do you know what this problem is costing you? And, what is your threshold for pain to reso

The Importance of Qualifying your Prospects

vid Masover — Mon, 27 Jun 2011 11:08:18 GMT

After prospecting and entering a sales conversation with a prospective client, the next thing that should happen is qualification. This process confirms that the person you are communicating with is both able to and likely to say yes to your offer.

Top 11 Tips to Book More Meetings!

vin Graham — Tue, 31 May 2011 15:43:39 GMT

You need more meetings and there’s only so much time you can devote to prospecting. The best way to solve that conundrum is to dramatically increase your close rate on booking meetings. This article gives you specific scripting and winning concepts to ensure that you get the meeting booked.

Doing Things Differently or Just Doing Different Things?

sa Mininni — Tue, 03 May 2011 15:32:48 GMT

After working with so many entrepreneurs over the years, I found that many people take a bits-and-pieces approach to their business. I recognize it, because I used the same approach when I started my own business many years ago.

Start With The Customer

chael Hume — Tue, 03 May 2011 15:28:20 GMT

One of the biggest mistakes new salespeople make is to adopt a “push” mindset, which drives them to think first of presenting what they have to offer. A seasoned sales pro though, knows the best approach starts with a customer-oriented mindset that leads more toward getting to know the customer (and his or her needs) through artful questioning.

Making the Jump: How to Move from Being a Top Producer to a Great Sales Manager

rl C. Henry — Thu, 21 Apr 2011 13:14:58 GMT

Every good salesperson thinks about making the jump into management. And why not? After years, and often decades, of finding new business, it's only natural to think about moving into the corner office and letting other people worry about meeting their quotas for a change.

17 Best Practices of Top Performing Sales People

lley Robertson — Thu, 21 Apr 2011 12:10:50 GMT

Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.

How to Break a Habit

elle Rose Charvet — Thu, 13 Jan 2011 08:39:34 GMT

Behaviour change is not merely a matter of knowledge or skill. If that were true, then all the information campaigns on how to improve your health would have made behaviour-related illnesses a thing of the past. Sadly, many people fail to create lasting change in their behaviour and will repeat their failures over and over again in their lives. Have you ever tried to break a habit?

Communicating on the Job

len Wilkie — Wed, 22 Dec 2010 14:49:13 GMT

If a soft skill is one that has no direct effect on business, then communication definitely doesn’t fit the description. Open and effective communication with colleagues and internal customers can help you be a better sales rep, as well as get more pleasure and satisfaction out of your job.

Sales Coaching Tips to Formalize Your Sales Career Goals and Make Them a Reality

remy Ulmer — Wed, 15 Dec 2010 08:56:48 GMT

Many sales professionals and sales leaders are so busy handling day to day challenges that they forget to formalize their sales career aspirations and goals. Make the time to do this today. Spending just 10 to 20 minutes on this 5-step sales coaching process could make all the difference in the world.

How to Engage Employees During Virtual Meetings

aire Sookman — Thu, 02 Dec 2010 08:39:25 GMT

Do you ever feel that virtual meetings are a total waste of time? No matter how many virtual meetings you conduct, you and the team can never come to an agreement or decision, not even on the smallest problem? Although your team members are the best in their field, do they continuously under-perform in the virtual meetings because their engagement is low?

Problem or Project—You Decide

m Connor — Mon, 25 Oct 2010 08:00:05 GMT

In one of my favourite books, the author discusses the topic of seeing problems not as to be solved, avoided, or stressed over but as projects to be tackled or completed. I love this analogy because one of the biggest challenges for salespeople is to see their challenges not as something to overcome but as something to be solved.

Intent: The #1 Factor to Increase Sales Results

lleen Stanley — Mon, 30 Aug 2010 08:18:35 GMT

How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team.

9 Ways to Avoid Getting Made Fun of as a Sales Manager

vid Tyner — Wed, 19 May 2010 14:29:02 GMT

Did you ever wonder how some executives get into the position that they are in? Judging by their lack of interpersonal skills, arrogant attitude and weak sales game, they must have some damning pictures of the boss in Vegas. Does this sound familiar?

Shortcuts to Maximize Your Time

elle Jay, Ph.D. — Fri, 12 Mar 2010 08:34:11 GMT

Imagine you had three extra hours this week to devote to your own improvement as a leader. What kind of difference do you think that would have on your effectiveness, accomplishments, and long-term success? Each of us can think of valuable ways to spend our time, and chances are some of those ideas are more valuable than the ways you're spending your time right now. The fact is that when you maximize your time, you actually do have more hours in the day.

Struggling with self-limiting beliefs?

nathan Farrington — Fri, 26 Feb 2010 09:31:45 GMT

You have all heard the expression: “Whatever you believe you can achieve, you will; and whatever you believe you can’t do, you won’t.” Allowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.

Biggest Time Wasters for Salespeople

vid Kahle — Thu, 28 Jan 2010 13:56:24 GMT

Over the years, I've seen some regularly occurring patterns develop— tendencies on the part of salespeople to do things that detract from their effective use of time.

Did you Make these Mistakes in Sales

m Klein — Wed, 30 Dec 2009 05:58:06 GMT

You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions.

Desktop Distractions: Four Ways to Control the Chaos

siane Feigon — Wed, 04 Nov 2009 11:36:49 GMT

Remember a time when we could get work done at our desk? When our office was the place where we wouldn’t be interrupted? Well, those days are slipping away as we’ve become victims of distractions, interruptions and general noise on our desktops.

Top 5 Ways Business Acumen Adds To Your Bottom Line

lleen Stanley — Tue, 20 Oct 2009 13:58:15 GMT

Acumen is described as insight, good judgment and wisdom. Sales acumen combined with business acumen is being hyper aware of trends going on in the world and connecting the trends to your product/service and solutions. The salesperson of the future is moving beyond bonding and rapport; They are professional that know how to carry on a conversation at the 'C' suite. Today's decision-maker expects a professional salesperson to understand the business of business.

7 Ways to Cut Loose from Old Sales Thinking

i Galper — Wed, 07 Oct 2009 12:30:34 GMT

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

12 Sales Power Words to Catapult Your Selling Results

anne Hoagland-Smith — Thu, 16 Jul 2009 08:06:53 GMT

What would happen if you discovered twelve words that could catapult your ability to increase sales? Can you begin to imagine all the results that you could realize? Consider each of these words and how you can embrace them within your existing sales skills allowing you to catapult your selling.

Getting Organized for Smarter Selling

Kerry Gleeson — Thu, 07 May 2009 08:58:55 GMT

Most salespeople know all about good sales techniques. Sales managers - and salespeople themselves - often make the mistake of thinking because someone is techno-savvy, they know how to do simple things like get organized and plan to sell.

Technology Overload? Five Steps to Break Free

Carol Ring — Mon, 16 Mar 2009 10:08:45 GMT

We have fooled ourselves into believing that with a plethora of electronic devices we will be better able to balance our lives. We accept what was never acceptable before: Crackberry lingo for those who can’t put their Blackberries away during dinner, loud cell phone conversations in public places, iPod shut out. We can’t go to sleep at night until we check our e-mail just one more time. We have allowed technology to take over our life and to determine our focus.

Adam and Eve: The Original Communication Breakdown

z Usherhoff — Thu, 15 Jan 2009 09:15:28 GMT

No one has ever attributed the misfortune of Adam and Eve to a breakdown in communication. But, knowing what we do now about the differences in the ways men and women communicate, it's perhaps not surprising that the lady chose to follow the serpent's advice, without talking things over with her mate first. He was probably off sorting out territorial issues between the beasts and the birds. Eve needed someone to talk to, and Adam just went along with the snack idea to avoid dissension in Paradis

Trust Your Teammates: Everyone Wins

Mark Eaton — Wed, 03 Dec 2008 11:51:31 GMT

Trust is essential in today's business world. Every day people talk about how important trust is, yet few know how to create it. Trust comes when people know they can count on you. Trust comes when people know you're there for them. When people protect each other, there is trust - it's that simple. When you're committed to others and their well-being, you can expect an extraordinary commitment in return

What Customers Hate About You

Kelley Robertson — Thu, 20 Nov 2008 10:41:43 GMT

Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.

Seven Strategies For Riding Out the Storm

Roz Usheroff — Wed, 05 Nov 2008 12:11:00 GMT

Sometimes, the working world can take a turn for the worst. In a recent online survey of members, 77per cent of CPSA members said that it is much more difficult to close a sale now than it was two years ago.

Giving Yourself The Gift Of Executive Presence

Roz Usheroff — Thu, 25 Sep 2008 08:16:01 GMT

We've all been there. Someone walks into a room at a business event and suddenly the air becomes electric. Heads turn. The world pays attention, serious attention. People gravitate as if to a magnet and engage them in a hanging-on-every-word conversation. You have just witnessed a 'WOW" moment.

Body Language: The Mehrabian Myth

Eric Bergman — Wed, 10 Sep 2008 08:22:25 GMT

When it comes to the use of body language in presentations and broadcast interviews, most of us have seen some sort of statistic that indicates: • 55% of the overall message is how the person looks when delivering the message. • 38% of the overall message is how the person sounds when delivering the message. • Seven per cent of the overall message can be attributed to the words the person uses.

The Four Fatal Assumptions of Executive Communication

Ron Crossland — Thu, 07 Aug 2008 08:42:59 GMT

I stand in front of leaders every month either conducting a seminar, making a presentation, or discussing leadership development. One of the standard scenarios I ask these busy, engaged, and effective managers to consider is, “Have you ever left a meeting with a colleague and as you travel down the hallway talking about what you just heard, you look at each other with that ‘were you in the same meeting I was in’ expression?”

Tuning Up Your Virtual Conferencing Skills: Part 1

Roz Usheroff — Fri, 18 Jul 2008 08:09:23 GMT

With gasoline and travel prices shooting through the roof, the summer of '08 may be remembered as the season business travel got nixed and virtual conferencing became the norm. The corporate office has now been relocated to your home office and the business suit has been replaced by business casual attire.

Tuning Up Your Virtual Conferencing Skills—Videoconferencing and Webcasting: Part 2

Roz Usheroff — Thu, 17 Jul 2008 12:50:00 GMT

Many people just don't get the ground rules for virtual conferencing. Like the person whose cellphone blares "In Da Club" by Rapper 50 Cent when ringing or a colleague who forgot to "mute" their phone while their spouse was yelling during their President's quarterly update, the results can often be embarrassing.

Tips on Being a Perfect Summer Guest

Roz Usheroff — Fri, 06 Jun 2008 11:35:25 GMT

Summer's just around the corner and you've received a weekend invitation to your boss' cottage. You're counting the days to a much-needed retreat from your hectic schedule. While you're looking forward to relaxing in a hammock, remember that there is an art to being a good summer guest if you want to get invited back year after year.

Need a Memory Boost? How to Upgrade Your Brainpower

Dr. Nancy D. O’Reilly — Fri, 06 Jun 2008 11:26:45 GMT

As each day unfolds, we are challenged to remember a multitude of things, such as phone numbers, driving directions, names, tasks, and moment-to-moment requests. So, why do we forget and what can we do about it, especially if our once perfect memory has now become faulty and unpredictable?

Complexity: The Thief of Time

John L. Mariotti — Fri, 23 May 2008 10:55:50 GMT

Time. Nobody has enough of it. Everyone wishes he could have more. It is the one truly perishable resource. Those who suffer from this are truly victims of the Thief of Time – complexity – which afflicts every person in every organization.

The Value of Mentors

Brian Tracy — Wed, 09 Apr 2008 15:11:50 GMT

Benjamin Franklin once said, "there are two ways to acquire wisdom; you can either buy it or borrow it."

Power of Protocol Intelligence

Roz Usherhoff — Tue, 12 Feb 2008 10:12:42 GMT

Today we live in the golden day of gadgets. We have cell phones ringing in meetings, and digital assistants lighting up simultaneously. We are being diagnosed with Blackberry Thumb; the coolest new version of carpal tunnel syndrome. Stress is building as we become burdened by keeping inventory of not only our Blackberrys but MP3s, iPods and cell phones, insanely small and totally losable repositories of tons of songs, information and directories.

Building a Strong Brand for Career Success

David McNally, CPAE — Mon, 21 Jan 2008 11:40:43 GMT

As a professional, you are in a “competitive market,” competing with others who may have qualifications similar to yours – all vying for the recognition and rewards that come with outstanding performance. If you interact with your company’s customers, you are also part of the team that is competing to deliver customer experiences that can strengthen – or weaken your company’s brand – and your own.

Don’t Take it Personally! How to accept – and benefit from – criticism

Colleen Francis — Thu, 27 Dec 2007 11:05:58 GMT

When the complaint is coming from a client or customer; however, criticisms can actually be your best friend.

Mixing & Mingling for Fun and Profit

Lynda Goldman — Mon, 17 Dec 2007 02:03:28 GMT

Mixing & Mingling for Fun and Profit

Sales Tips and Techniques - Q&A With The Sales Advisor

Louise Kursmark — Mon, 17 Dec 2007 00:50:18 GMT

Sales Tips and Techniques - Q&A With The Sales Advisor

Sales Tips and Techniques - Ask The Sales Advisor

Louise Kursmark — Mon, 17 Dec 2007 00:43:35 GMT

Sales Tips and Techniques - Ask The Sales Advisor

Bottom-Line Based Selling "Revenues are Vanity, Profits are Sanity, Cash Flow is Reality"

Brett Ruffell — Sun, 16 Dec 2007 07:31:38 GMT

Bottom-Line Based Selling "Revenues are Vanity, Profits are Sanity, Cash Flow is Reality"

Voice Power

Lynda Goldman — Sun, 16 Dec 2007 07:28:29 GMT

Voice Power

10 Tips on Impromptu Speaking

y George Torok — Sun, 16 Dec 2007 06:59:32 GMT

10 Tips on Impromptu Speaking

Mind your manners…Airplane etiquette 101: 'To recline or not to recline?

rriet Baskas — Sun, 16 Dec 2007 06:34:30 GMT

Mind your manners…Airplane etiquette 101: 'To recline or not to recline?

Five Tips for Increasing Your Net Worth Through Networking

Sam Deep and Lyle Sussman — Sat, 15 Dec 2007 10:35:59 GMT

Five Tips for Increasing Your Net Worth Through Networking

Tips and Techniques - I Want a Raise!

y Peter Barron Stark — Sat, 15 Dec 2007 07:50:49 GMT

Tips and Techniques - I Want a Raise!

How to Profit From Networking

Kelley Robertson — Sat, 15 Dec 2007 03:01:35 GMT

How to Profit From Networking

The Top Five Radical Resolutions To Create Your Best Year Yet!

Keith Rosen, MCC — Sat, 15 Dec 2007 01:47:16 GMT

The Top Five Radical Resolutions To Create Your Best Year Yet!

Seven Lessons to Learn from Great Salespeople

Kevin Eikenberry — Sat, 15 Dec 2007 01:41:11 GMT

Seven Lessons to Learn from Great Salespeople

References: Are you prepared to show your hand?

urce: CPSA's Sales Resource Centre — Fri, 14 Dec 2007 23:40:40 GMT

References: Are you prepared to show your hand?

Become a More Organized Person

Mitch Johnson — Fri, 14 Dec 2007 23:02:26 GMT

Become a More Organized Person

Focus on your most important investment - your time

Colleen Francis — Fri, 14 Dec 2007 22:48:56 GMT

Focus on your most important investment - your time

Fueling the Engine of Sales Success: Five Keys to Sustainable Self-motivation

David McNally — Fri, 14 Dec 2007 12:26:15 GMT

Five Keys to Sustainable Self-motivation

To Slide or Not To Slide: Myths about Sales Presentations

Colleen Francis — Fri, 14 Dec 2007 12:16:24 GMT

Myths about Sales Presentations

Writing Tips to Avoid Career Disaster

Julie Miller — Wed, 12 Dec 2007 16:46:57 GMT

In today’s information-crazed, e-mail driven global economy, how you use this powerful, immediate, and addictive tool can mean the difference between market leadership and upward mobility or business and career disaster.