Secret Selling Tips - Article

8 Field-Proven Tips to Increase Your Selling Income
by Bob 'Idea Man' Hooey


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Every two weeks we'll send you Secret Selling Tips to add to your ability to improve your answers to your key sales questions.

For the rookie, proven tips to help get started on a solid footing for success in selling.

For more seasoned sales staff, perhaps a chance to add to your knowledge and be reminded of selling foundations not fully maximized to date.


8 Field-Proven Tips to Increase Your Selling Income

by Bob ‘Idea Man’ Hooey

Most of us in the selling profession are driven by goals. We make some and some are made for us. One of those goals is finding ways to increase your sales income and reduce the time demands in doing so. My goal for you: Work less, work smarter and make more money!

Is this a possible goal? YES! One of the ways of doing that is in setting a goal of turning your one time customers into regular buyers who come back again and again to buy from you. This is one of the best ways of increasing your income.

Finding ways to get your potential and current customers to buy in larger quantities is a valuable goal as well. And of course, finding new customers and getting qualified leads and referrals from existing customers is a valid goal too. Valuable too, I might add!

Here are some tips, which if applied, allow you to hone your sales skills and accomplish all of these goals.

Become an Avid Reader (Sales leaders are readers!)

There are only two essential ways to learn new things. One is through your own experience; the other, more effective way, is leveraged learning through other people's experiences. Learning things on your own through trial and error is very costly and time consuming.

There are very few things in selling that haven't already been done before. So why waste your valuable time and money reinventing the wheel? Invest in good books from indisputable sales experts and dramatically reduce your learning curve and increase your earning curve.

Sales professionals are readers in search of new ideas, methods and training materials to equip themselves to better prospect, qualify, sell and then successfully build a long-term customer relationship. What profitable ideas have you learned from someone else lately?

Point to Ponder:

"People who take risks are the people you will lose against." John Sculley

Have Fun Selling!

There are lots of ways to make money out there, so why not pick something you love? You also spend more time working than any other activity in your life, so why not enjoy the time you invest in the selling process? I love what I do, in sharing my Ideas At Work! across the world.

Don't just think of selling as work. View it as enjoyable as any of your favorite family, leisure activities or sports. When you get really good at it - that's what happens anyway. People 'earn' and learn more in times of enjoyment!

Attend Training Seminars to hone your selling skills

Don't wait on your company to train you! Invest in yourself and your selling future. There is no better way to learn a skill than attending a seminar or selling boot camp by street smart, successful sales experts. In addition to the incredible information being shared by your facilitators or speakers, you also have the opportunity to network with other success-minded sales people in your industry. Meet ones where you can learn new ideas that might be transferable to your industry. This is a true success secret!


60-75% of your time should be spent meeting with prospects and customers - not doing administrative busy work! Follow up and paper work are a solid part of the process. Check out my books and programs on creating more time for the sales and marketing process.

Subscribe to Informative Newsletters

Subscribe to successful 'selling' and motivational newsletters to keep up-to-date on hot new techniques and ideas for your business. There's nothing better than getting a regular helping of fresh hot new ideas and perspectives from experts on selling. Sign up for our Ideas@Work – Strategies for success e-zine at

Subscribe to Secret Selling Tips to create your competitive edge. Increase your income and success in selling.

Have the Right Attitude about Selling

The right attitude about selling will carry you through, regardless of what challenges or obstacles are thrown in your way. Learning to view prospecting as natural, and selling as an ongoing event, will make you a sales champion. It will also make you wealthy!

Building solid relationships that bring repeat business begins with the right attitudes. Even in the short-term, it is all about relationships.

Don't Make Excuses for Your Lack of Selling Success

Under-performers love to have a scapegoat to blame for their failures or lack of achievement. If you talk to them, it is always something - the economy, the competition, the product, or the price… anything outside of themselves and their lack of commitment or performance.

However, if you really want to become a successful salesperson, you have to realize that your success, or lack of it, is totally, 100% your responsibility! Take personal leadership and take corrective steps to add to your skills and succeed.

Welcome Your Mistakes as Learning Opportunities

Everyone makes mistakes. Very few salespeople correct them. Unfortunately, many salespeople keep committing the same errors over and over again, in the sales process because they never take the time to sit down and learn from their mistakes. Not so, the successful sales professionals. They realize mistakes are a part of their learning curve and maximize the lesson from each one. "Next time I will do _____."

Don't spend your time worrying or feeling victimized by mistakes. Instead spend 99% of your time thinking about a solution, as do the selling superstars! It works!

© Copyright 2007 Bob ‘Idea Man’ Hooey Used with permission of the author.

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Bob ‘Idea Man’ Hooey is a productivity strategist and creativity catalyst who regularly writes for North American Consumer and Trade Journals, on-line magazines and company intranets. He is the author of 10 books including 2 on selling; and the 48th person in the history of Toastmasters International to earn their coveted professional level Accredited Speaker designation. He is a professional member of the Canadian Association of Professional Speakers and the International Federation for Professional Speakers. Visit his website for additional articles like this one:

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