Articles

New prospects are the life-blood of business!  The magic number of 25 prospecting calls a day usually results in high-value lead generation.  For some salespeople, it can be tough to get in the “zone” to prospect.  Here are a few tips: Start with an outward mindset. You must give a darn about your prospect and […]

What is it like when you make prospecting calls and your prospect answers their phone?  It’s cool; huh?  It’s fun! It’s progress! How many sales calls do you actually take on a daily basis? Isn’t it hypocritical to expect prospects to answer the phone when you are prospecting, however, you duck and dodge salespeople who […]

A top-performing real estate agent disclosed the key to his success. His optimistic, energetic mindset around selling is noteworthy. He shared that the day that he “got” that he is a professional lead generator first and foremost who happens to sell real estate is the day his business started to thrive consistently. How do you […]

Today I was reading another book by Torkom Saraydarian entitled Initiation, the Path of Living Service, and I quote “excuses are only temporary escapes. They cannot be confirmed by one’s conscience.”  That is truly profound and worthy of attention. How many times do we set out to prospect for new business and then betray our […]

What would it be like to have a coach to support you as you go out on your skinny branch? The first step to Overcome Sales Call Reluctance is to be aware that you are not in front of enough prospects.  Then take an assessment that measures which of the 12 types of Call Reluctance […]

In the book, The Slight Edge, author Jeff Olson shares that at the average funeral about ten people cry.  That’s it!  And the number one factor that would determine how many would go from the funeral to the actual burial would be . . . you guess it. . . the weather! Salespeople who suffer […]