Articles

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 […]

We are all a work in progress.  We have made knucklehead mistakes with prospects in the past.  However, regretting past mistakes is like attempting to put toothpaste back into the tube.  It’s impossible.   What are you learning on a daily basis that is making you better tomorrow?  I highly encourage my clients to make a […]

Recently when asking an audience of salespeople what their favorite excuse was for not prospecting, one sales guy responded “fear of rejection.”  This is a common answer that attempts to label Sales Call Reluctance, but it doesn’t correct anything. Bruce Schneider, author of the incredibly interesting book Energy Leadership, shares about how we get our […]

Did you know that every time we think a thought our body makes a chemical? If we have good thoughts, elevated thoughts or happy thoughts, our body makes a chemical that makes us feel good!  If we have negative, insecure thoughts, our body makes a chemical that makes us feel exactly the way we are […]

Sales Call Reluctance is felt first in the wallet!  How are you feeling about your wallet right now? Sales Call Reluctance is nothing to be embarrassed about, living with it needlessly is. Admitting you’re experiencing call reluctance is a vital step in overcoming it.  Then sit down and write down the “negative intruders” that stop […]