Thane Crossley

Psychologist. Sales Mentor. Author.

[Thane Crossley @ThaneCrossley]

Most sales people talk too much and will benefit from listening more. Quiet down your inner voice. Attune to your customer.

[Thane Crossley @ThaneCrossley]

Every month or so, reflect on how you can be more of a helper and less of a pitcher with your customers. Gradually implement one of your best ideas. Have clients view you as a trusted advisor.

[Thane Crossley @ThaneCrossley]

As you build your career, develop a signature strength - a sales activity you naturally do exceptionally well. What is unique about your professional approach and your selling style? How might you better apply this special attribute?

[Thane Crossley @ThaneCrossley]

To stay happy in life and in your sales career, have one activity you are looking forward to each day. When you wake up in the morning decide what that will be. Follow through with your plans, enjoying life and contributing to our wonderful planet.

[Thane Crossley @ThaneCrossley]

Human nature is such that we are likely holding ourselves back in some way, limiting our success. Where might you benefit from taking a courageous step forward? Is there anything you want to leave behind?

[Thane Crossley @ThaneCrossley]

Identify a role model or sales expert you can learn from. Consider how you might incorporate what they do well into your evolving selling approach. Keep a short journal of your insights and progress, holding yourself accountable for steady gains.

[Thane Crossley @ThaneCrossley]

Are you a responsive and helpful sales professional? What special things do you do to add greater value? Giving more to others eventually translates into additional business opportunities.

[Thane Crossley @ThaneCrossley]

Occasionally consider how your sales performance stacks up with top rated peers. Articulate one action you can take that will further bolster your results. Track your progress and hold yourself accountable for continuing to excel.

[Thane Crossley @ThaneCrossley]

Be proud of, and pleased with, the product or service you are selling. You are in a wonderful profession where your rewards are proportionate to your efforts and skills. Sales powers the enterprise.

[Thane Crossley @ThaneCrossley]

In psychological terms, behaviour that is reinforced tends to be repeated. Be sure to thank customers for their business. Expect, with gratitude, to receive more.

[Thane Crossley @ThaneCrossley]

Be sure to sell yourself on yourself. That is, believe in your present capabilities, the things you do well, and in your potential to improve. Together, these two components represent your self-confidence as a sales professional.

[Thane Crossley @ThaneCrossley]

Recognize that rejection is a natural part of the selling process. Being turned down is temporary. Some people say 'no' now while others will sooner or later make the purchase.

[Thane Crossley @ThaneCrossley]

Sales is a wonderful career field. Top professionals are always in demand. Continue to supercharge your selling spirit by being clear on your goals, giving people helpful advice, and feeling grateful for your success.

[Thane Crossley @ThaneCrossley]

Each business day, take a few minutes to reflect on what you are doing well and where improvements can be made. Keep a record or Master Book of your suggestions and your progress. Over time, modest and consistent steps forward will translate into significant sales gains.

[Thane Crossley @ThaneCrossley]

Are you a charismatic sales person? Supercharge your presence by being interesting to know. Keep learning so you can better engage customers, telling them what is new and exciting in your world.

[Thane Crossley @ThaneCrossley]

To remain fresh and vibrant in sales, keep learning about your product. Look for the new and the illuminating. What information can you give customers that is exciting and helpful?

[Thane Crossley @ThaneCrossley]

Continue to improve your listening skills. Ask the prospect illuminating questions and listen carefully to what they are saying. Frame your sales presentation around what is important to the buyer.

[Thane Crossley @ThaneCrossley]

Enthusiasm sells. Be upbeat, constructive, and helpful with customers. Treat people well.

[Thane Crossley @ThaneCrossley]

Over the next week, pay more attention to your habits of thought. Recognize when you are on a negative, limiting path and how much time you spend there. Get back on track by focussing on what you want to accomplish.

[Thane Crossley @ThaneCrossley]

In the context of selling, acknowledge what you do well. Remind yourself from time to time of your assets, capabilities, and successes. Also identify an area where you can improve along with a simple, clear plan for doing better.