Are you setting yourself up for failure by asking your questions incorrectly? Do you understand the mechanics of a question that create answer bias? If not, you could be sabotaging your own sales.

Sales are key to success for an entrepreneur. This article looks at six key areas that will have the biggest impact on your ability to create sales.

The Three P's of Selling

Passion, Pride, and Perseverance

Before we even hit the road as sales professionals, we have to check our "equipment." That's our attitude toward selling. I call it "The Three P's of Selling": passion, pride, and perseverance.

Selling goods and services directly to consumers can be tough, but when you are in a commission-based retail store, the competition from other sales personnel makes your job tougher. Here are some suggestions on how to improve your sales despite the competition

When To Say "When"

A guide to putting inactive prospects in your rear view mirror

Ever had a prospect that looks so good, but is always just beyond your reach? Maybe they will decide next week, have to check the budget, the excuses are endless. How do you know when you need to move on? Time management is one the crucial elements of the sales process. These prospects can be time suckers.

In the past 30 years in sales, I've learned a lot. I've also experienced failures, but from those failures I've learned the most. The road to success can sometimes be a little bumpy, but I've narrowed down the lessons I've learned and will share my three keys to success with you. These are my three sales mantras. Think of them as bumper stickers.

In the build-up to a first meeting, there are details and tasks that shouldn't be delayed until you are between the reception and the boardroom on the day itself. All of your investment up to now and potential revenue hinges on this meeting, so it'd be inexcusable to go in unprepared.

Having found the business you were looking for and spent some time looking in from the outside, observing all you can, it's time to make contact. There's no time to stop, in awe of the bright lights, you need to move while the lead is fresh and your research is relevant.

At the start of the sales journey, the road can look a little empty. When previous success stories are left behind and what's ahead is all that matters, there's an understandable tendency to feel overwhelmed or frightened of the unknown. For the best sales professionals though, lead generation means new business and is seen as an opportunity.

What should managers be doing to coach the sales people who need it? What are the things that can be coached on that can change productivity substantially?