How many of us think that hearing YES to a proposal is the end of the sales process? Rich Delaney is doing a webinar this month on the Art of Negotiation and he and I both agree that one of the toughest lessons a salesperson has to master is when to close. But there’s another trap I will talk about shortly.

Man, things are looking BAD out there! If you listen to the morning news (or as we call it Morning Mayhem) we are a nation of gunslingers, arsonists, car crashers and miscreants. The stock market is shaky, the economy is plummeting and war is waging. RUN!

When we finally find a system that works for us we sometimes get comfortable and that often leads to us getting into a comfortable rut.  The same pattern, the same approach, the same system applied to all prospects may not be the right approach to generate the optimum results.  Consider doing an experiment and unplugging from your current system to try something new.  Particularly if you have been using your tried and true system for several years you may need to freshen up your a