In Honor of the Great Zig Ziglar

The SellingASAP team extends our deepest condolences to the Ziglar family. We pray for comfort and peace in this time of grief. The amazing inspirational legacy of Zig Ziglar will live perpetually through sales professionals around the...
Selling ASAP Thoughtware: Connections

Selling ASAP Thoughtware: Connections

A Sales professional’s first and most important priority is to ensure clients are well-served by the advice offered and received.  Personal connections can be as important as the product or service information salespeople offer customers – if salespeople want...
Selling ASAP Thoughtware: Introduction

Selling ASAP Thoughtware: Introduction

Thoughtware is derived from technologies which are composed of three components: hardware, software, and thoughtware.  The analogy between thoughtware and software is intentional because just as software is critical in the performance of computers and must continually...
Telephone 5

Telephone 5

Give your best contacts your cell and home numbers. Here’s a balance point. This says your “best” contacts, not your 100 best contacts. A handful of my clients have my cell and home phones (although my home phone is listed), but I try to keep that to a...
Adapt to a Customer’s Style

Adapt to a Customer’s Style

Building Stronger Relations Not all business customers are the same. Therefore, salespeople must learn to adapt their communication and behavior to buyers’ personalities and preferred styles of doing business. Agile salespeople practice adaptive selling, which...
Yes, That First Impression Does Matter

Yes, That First Impression Does Matter

The attention step is critical because when the prospect sees the salesperson for the first time, the prospect will generally form a first impression that will last. The salesperson’s looks, actions, and manner of speaking can create a good or bad impression in...
Rules for First Meetings

Rules for First Meetings

Overcome Anxiety When seeing a prospect in person, a salesperson should be sure to dress appropriately, arrive 15 minutes in advance of the scheduled meeting time, and overcome any sales call anxiety by: Freeing up memory space through disconnected mindfulness...
Introduction to the Sales Process in Selling ASAP

Introduction to the Sales Process in Selling ASAP

The “gift of gab” does not necessarily mean success in professional selling. You must fully understand the art and science of the profession.  The science part is a series of sequential actions, such as how to prepare for that important meeting with a prospective...