Articles
Ever wonder who are the biggest carriers of Sales Call Reluctance?
It’s sales trainers and sales managers, according to George Dudley and Shannon Goodson, world-renowned behavioral scientists. Their research shows that some sales trainers and managers actually are contaminating the very people they intend to inspire. They start out on Monday morning and say “get out there and sell, sell, sell, but don’t be like a […]
What would happen to your production if you had an accountability partner?
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 […]
If You’re Serious About Improving Your Prospecting Skills. . .
. . . 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 […]
Three Characteristics of Effective Self-Promoters
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 […]
Do you resent other salespeople when they prospect you?
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 […]
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