Articles

Sometimes salespeople do their internal homework, start creating amazing results and then experience anxiety around keeping up the momentum. When this happens, it’s like sticking a pencil in a fan and sabotages success. The goal is to ride the magic carpet of Momentum with grace and ease. One way to keep focused is to consistently […]

The dreaded self-doubt spiral is a very miserable place to be for a salesperson. It is not prospecting that causes Sales Call Reluctance.  It is your “thought about prospecting” that causes your Sales Call Reluctance. If you are experiencing self-doubt, it’s your “thoughts” that throw you into the self-doubt spiral and causes your anxiety. If […]

In my monthly webinar on overcoming Sales Call Reluctance I asked my audience what their favorite excuse was for not prospecting.  One individual answered:  “Attending Webinars!” Many salespeople have read all the books, listened to all the CDs, attended all the webinars and they are still not achieving their goals. Sometimes salespeople think they are […]

Phoenix dentist Dr. John Dougherty wrote an article that really caught my attention.  He said that if we are drinking something that will stain our clothes, it will stain our teeth (unless you are wearing a brown shirt!).  He highly recommends using a straw to minimize staining our teeth. How impeccable are you with your […]

Sometimes when salespeople are struggling with sales performance they have something going on in their personal life that is keeping them from focusing on business.  For example, a relationship challenge, an aging parent who needs care and attention, settling an estate, child that is in trouble, to name a few.  Until this issue is addressed, […]

Sometimes salespeople struggle with prospecting and self-promoting because they are experiencing discomfort because they are selling a product that they know is not adequate or they know that customer service is terrible or they know that they are not being completely truthful to the prospect, etc.   Recently a salesperson admitted that she doesn’t prospect […]