Remember: people buy solutions, not products! Frame your questions around how the customer will either use your product or how they can see your product or service helping them achieve their goals.

Great sales people have a sense of curiosity about their customers, their prospects, and their industry. How curious are you?

Never forget that you are an expert, not because of what you sell but because of how you sell. You play a very important role to your customers and that includes listening to what they have to say. Be an expert of your industry in general and your customers in particular.

Is failure a set level, or is it a level we set on ourselves? Failure is not a word. It’s a state of mind. Are you setting yourself up for failure in 2007?

Congratulations on reading this during a week when many people are on vacation. Take some time to reflect on the goals you’ve set for next year and determine now how and what you’ll need to do to make your goals a reality in 2007.