Dave Mattson

If you're like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That's only natural. But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. To avoid this problem, you need to remember that expertise can be intimidating. It can turn people off

The rotten economy, if you haven't noticed, may be taking a toll on your health. "Today's economy is stressing people out, and stress has been linked to a number of illnesses-such as heart disease, high blood pressure and increased risk for cancer," according to a new study in the July 15 issue of the American Journal of Epidemiology. A lot of this stress is understandable-but also unnecessary. If you are in sales, a sales system can help you reduce that pressure you are under in a big way. You will be as productive as ever, which should mean less anxiety