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This One Tip Helps Salespeople Close More Business
Make your solution ideal, both in terms of it being needs and cost appropriate, with no options, and if you did what you were supposed to do throughout the sales process you will make it easy for your prospect to make a quick decision.
More Sales Coaching Leads to Accelerated Growth
Your salespeople have the opportunity to replay their last call - one that probably had a horrible ending - and learn from it... Your salespeople can experience a live version of reincarnation every day! There are two keys that can't be overlooked though:

Effect of Optimism and Commitment on the Sales Force
I'm not an optimist or a pessimist. I tend to be a be a realist. Relating the aforementioned quotes to selling, I believe that optimists find it difficult to challenge people. I can easily slide over to the pessimistic side when necessary, like when it's time to debrief a salesperson on a recent call. It's difficult to punch holes or question a salesperson's account of a call if you are an optimist. Optimists often become overexcited and set unrealistic expectations about the likely outcome of an opportunity. I believe you must be able to slide back and forth between optimism and pessimism. Get yourself motivated and excited, be realistic about what's happening, and challenge people when what you hear doesn't sound right.
The Effect of Commitment and Optimism on the Sales Force
There are some noteworthy quotes which, although written in the context of innovation, apply equally, if not even more to selling and sales management.
How Does the Secret of Happiness Affect Sales Motivation
OK. So what kind of a dynamic does this create for salespeople? Salespeople must be happy in order to succeed but we also know that they must want more than what they have in order to be motivated. What is the balance between being happy and being dissatisfied?

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