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Chartwell Seventeen Advisory Group Inc. | New York, NY

Dave Fischer, President, Chartwell Seventeen Advisory Group

This may be a painful exercise but try it. Draw a line across a sheet of paper. Start by noting the year of your birth at the far left of the line. That’s easy.

Becoming a good sales professional requires the same type of training that other good professionals endure. Athletes, physicians, college professors, firefighters—you name the profession and the people at the top pay a price every day to stay there. The price they pay is conditioning.

Closing the sale is only the beginning of the relationship. Work as hard to keep the relationship as you did to establish the relationship. If your client fires you, it is generally because you are inattentive to them.

Everyone in the successful business world agrees that continuous training, mentoring and/or coaching is key for continued growth.

Are you finding that your sales calls are filled with gamesmanship? Are you and your prospect or clients continuously jockeying for position during a sales call? Do you find neither of you always have a clear and concise understanding of what happens next? Read more about our clear steps in how to execute a prospect sales call with the UFC Strategy.

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.

Traditional selling systems tend to push the envelope. Maybe that’s why the perception of salespeople, and the hard sell, has left the sales profession with labels like “aggressive”, “greedy” and “sleazy”.

Great sales people and sales managers are like excellent corporate executives. They can make decisions with minimal "pain" because they have a reproducible process for making decisions.

They talk in torrents. They spew enough verbiage to soak the most resilient listener. They conduct a drop-by-drop word torture that swamps and then drowns their audience.

When we fail it’s critical that we view it as a learning experience. It’s natural to feel disbelief, fear and anger. But eventually acceptance will take over and we deal with the despair we are feeling but never let that failure overcome their path to success.