Articles

September 13, 2010, Warren Buffett said “I am a huge bull on this country. . . we won’t have a double-dip recession.  I see our businesses coming back almost across the board.”  GE’s Jeff Immelt and Microsoft’s Steve Ballmer express positive views. In our brain we have an Amygdala — which is the fear center […]

Recently I divulged to Sam, the sales guy at Men’s Warehouse, that I love salespeople.  He replied  “they are too garrulous.”  Looking at him with a puzzled look (I didn’t know what the word meant.)   They “talk too much!” Garrulous is defined as: 1. excessively talkative in a rambling, roundabout manner, esp. about trivial […]

This week a prospect emailed an inquiry.  I immediately picked up the phone and called him.  He was taken aback that I responded so quickly.  He wasn’t prepared to take my call.  We set a time and spoke early the next day.  He moved into my sales pipeline. We have a follow up conversation on […]

A Sr. Vice President from New York Life shared that when he first started selling,  his prospecting consisted of  knocking on doors.  He would role play every night with his wife.  He’d knock and she’d answer the door.  She role-played every possible objection and be as rude as some people were and respectful as others.  […]

Struggling with Sales Call Reluctance? Aware, Assess, Admit, Apply are the four steps to overcome the career-debilitating habit of Sales Call Reluctance.

Measure your activity and you will succeed.