The buyer will disappear quickly from view if you project a feeling of fear, whether it be from your personal life or work place. Putting aside the worry of family or even fleeting thoughts of being fired if you don’t make your sales goals, will gain you the respect and control you need from your peers and to mange your sales process and win the prize.

Owners, and sales leaders need to be observant and take this under consideration before every deal and interaction with the buyer. Left ignored, the deal will unexpectedly disappear – prospects will disappear with little explanation, clients will wonder “what’s going on – we better start looking around” and peers will feed off of the negativity or band together to offer help/pity.

Our new economy will test us for a few more years. It is imperative for everyone involved in the sales process to be the bearer of hope and the positive things in our lives and business – inside the firm and outside in front of the buyer. We have all re-focused on what is important in life, like family. We have retrenched to business basics and our thoughts focus on innovation.

Be the leader of what is good – own it and live it!

Have you noticed that you are either with a group of people, an opinion, a belief, or are not. The most casual of conversations have been infiltrated by this way of thinking. Budgets are set using this thinking. And advertisers have become very aggressive in projecting this thinking – especially in our new economy. Technology is the greatest example of this strategy. Microsoft or Apple, 3G or no-G, best coverage area or biggest coverage area – and so-on. We are becoming a society of the “either or”.Disturbing at best, problematic for future decision making at the least!

In any case, sales teams cannot be bothered by this type of thinking – unless it is used as a tool. Clear heads taking all aspects of the buyer and buying decision is what matters. Put personal opinion aside (unless unethical or illegal) and focus on what is best for the client – it’s the right decision. The “either or” is a mental trap all sales people need to avoid by practice. Like an athlete, clear the mind and focus before you head into your next appointment. Clear thinking and anticipating the buyer, guiding them to the next step is the right thing to do and will seal the deal. “Either Or” thinking is for people with little minds and little minds make bad sales people! Use “either or” as a tool and leverage it into your next deal – you might just find that fantastic 3rd option that will show your buyer you are smarter and not of little mind! Innovation is the 3rd option – be smarter, challenge and spread the word!

Sell to win – all else is a waste of time!