Articles

There is a 34% chance of achieving a goal if you set it and write it down. Are you impressed? 34%? However, if you set a goal, write it down, formulate daily action items, share the action items with a friend/coach/manager AND report in on your progress, your chances of achieving the goal goes up […]

. . . record your calls and listen to them! Dr. Birdwhistle of the University of Pennsylvania said that when we are on the phone 73% of our communication is our tonality, which includes volume, pitch, inflection, speed, intonation, quality. If the stakes are so high, why not listen to how you sound when you […]

The highest rewards do not go to the most intelligent, the best prepared or the hardest working salespeople.  The highest rewards go to the salespeople who are most willing to self-promote.  Yes, it’s true!  George Dudley and Shannon Goodson in their best selling book The Psychology of Sales Call Reluctance have found that across industry […]

Salespeople who suffer from Role Rejection Sales Call Reluctance usually resent salespeople who prospect them.  Role Rejection Call Reluctance is when salespeople have an unresolved guilt, shame or discomfort about being in sales.  They do their best to disguise their identity when prospecting.  However, their prospect knows what they are doing.  Have you ever had […]

I get the biggest kick out of sales managers and sales trainers who tell their salespeople “get out there and sell, but don’t be a salesperson.” There is nothing wrong with being a salesperson!  Salespeople are falling all over themselves to stop being “salesy” and guess what?  They are fooling no one.  Their prospect knows […]

How do you feel when a salesperson prospects you?  Come on, fess us — because your candid answer to that question may hold the key to whether or not you’ll become wildly successful.  Do you feel irritated and annoyed when a salesperson prospects or attempts to sell you?  If you do, you may have what’s […]