In a market that gets increasingly competitive, “get more sales” is a directive that’s coming from more than just the sales manager. The concept is easy.  Achieving it is a bit more challenging. Everyone is after everyone else’s markets - and customers.  While persistence is still the foundation of success, to win in today’s market we also need to be a bit more strategic.  And that leaves the question of “How do we do this?” Meet Karl Becker, the CEO of Improving Sales Performance and author of “Iceberg Selling”. Karl suggests that one of the keys to successful selling centers around mindset.  In his work he has identified a series of mindsets that can empower sales people to succeed, even in difficult selling situations. Today he’ll be discussing: - How the ‘life-time value mindset’ changes the way sales people interact with customers. - How to use ‘iceberg selling’ to overcome some the challenges salespeople are facing. - Why it’s important for salespeople to author their own stories. - Helping salespeople go from good to great. USEFUL LINKS: Asianet Consultants:  https://asianetconsultants.com Connect with Karl Becker:  https://www.linkedin.com/in/karlbeckeriii/ Karl's book "Set to Win:  https://dl.bookfunnel.com/vuqhd6p1y2 Improving Sales Performance website:  https://www.improvingsalesperformance.com/ Visit A Seat at The Table's website at https://seat.fm