Dave Fischer, President, Chartwell Seventeen Advisory Group

The pressure is on. We hear negative talk about the economy at the “water cooler”, on the TV and radio, daily news, etc.

Did you ever feel that there was an iceberg between you and your prospect? Where do you meet your existing prospect or your potential buyer?

Top sales people require the same type of on-going training that all professionals endure. The athlete, physician or lawyer at the top pays a price every day to stay there.

Okay, picture this. You’re standing in a crowd in a situation that is outside of your normal business environment (networking event, social event, the zoo, etc.). You spot the ultimate decision-maker of the Client Company that you have been “chasing” for the last 18 months.

You have probably encountered prospects who were in “pain” at the end of your first appointment but they gave you all the reasons why they didn’t want or couldn’t use your product, service or expertise.

Disclaimer: Don’t read this article if you’re a Wimp, it will offend you. Now that’s a rather harsh way to start this column isn’t it? Actually I’m really a nice guy on the inside. I can be warm and fuzzy when it is appropriate, but sometimes I just need to get your attention.

If you seriously believe that your prospects and customers are always telling you the truth – this column may not be something you should be reading.

Suddenly you have lost your client to a competitor. Before it happens - watch for the warning signs that your customer may be fading away.

Sales Success is Spelled B-A-T. If you are the sales equivalent to Babe Ruth, Mickey Mantle, Lou Gehrig or Joe DiMaggio - consistently hitting home runs - then read no further.

Did anyone ever tell you when you had a seemingly insurmountable problem - "It's all in your head"? Frequently that comment is delivered with a very sarcastic tone so it is not taken too seriously.