o matter what arena you're training in, the mantra that makes the difference is "just one more." Just one more situp, just one more lap ... just one more cold call. Unfortunately, sales professionals don't have a gravelly voiced coach in their face, barking commands. They have to be their own taskmasters to get out of a slump and back on the successful selling track.

When you are feeling the burn from a difficult day, take a deep breath and put "just one more" to the test. The results may surprise you. At the very least, they'll raise your selling endorphins!

• Read just one more article about new technology. Then take that knowledge to your existing merchants. It could translate to a value-added sale.
• Send just one more e-mail. The response could be a request for more information about your product and services.
• Dial just one more phone number. That call could be the one that closes the sale.
• Walk into just one more new business. That simple action could create a positive chain reaction.
• Ask just one more question during your presentation. The answer could open the door to understanding your prospect's special needs.