Articles

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.

Usually that question is asked sarcastically and pushes defensive buttons. The truth is that you project onto your prospects who you think you are all day every day.  You cannot hide or deny that your self-image is what your prospects experience whether you like it or not.  So who do you think you are?  (Notice […]

Stop overthinking prospecting.

It happens time and time again  . . . another veteran salesperson admits that he is uncomfortable with prospecting.  Chris has been selling for over 25 years with credible tech companies in the role of an account manager.   He shared that once he is face-to-face with a prospect that he has a high close rate […]