At times, we so much get accustomed to the old customs or our sales approach that we fail to notice that the times have changed, and it’s time for us to do the same.

There are no new problems, just better, more creative packaging for old ones.

The goal is to win. Your responsibility is to differentiate.

Learn to give some time to a “No.” When your client refuses the proposal, wait a while - may be a few seconds or minutes, let the feeling of denial sink into yours as well as their mind, now ask for a reason for denial and work towards changing their perception. Immediate reaction and justification to customers become an argument not a sales pitch, where both the parties will get busy in proving their point, losing behind the basic need.

Take what fame or fortune comes your way. My first bestseller was a cookbook, so remember to be open to trying new things. From that experience I learned things about marketing a book that benefitted me greatly and, combined with my sales management experience with Fortune 500 companies, I was able to launch a string of bestsellers.

Have you hugged your customers lately? Have you told 'em you care? Have you reached out boldly and said 'We know you're there?

The art of selling is all about being able to know what your client needs, and how to make them think that they are getting the same thing.

Assume the sale, not the fail.

This too shall pass” is always a great encouragement to the weary traveler. Life is hard. Business building is not for the fainthearted. Prospecting clients on a daily basis is back breaking and thankless and sometimes we wish we could go home late morning and go back to bed. We often ask the question, why do I do what I do. On most days, the answer seems to be convoluted.

Want to get better at sales? Start by improving your ability to understand other person's viewpoint (unconditionally).