Articles

Last week I listened to a prospecting call of a #1 producer in the long term care industry.  The good news: It was brilliantly delivered !  His tone was calm, authentic, non-threatening and truly credible and trusting. His company shared the prospecting call and word-for-word script with all their salespeople to mimic.  The bad news:  […]

Did you know that your positivity is energizing to those around you?  It’s a large part of what makes you attractive and it’s contagious!  Barbara Fredrickson, Ph.D. has done extensive research on positive psychology.   Highly recommend her book.  The more positive people are the more open minded they are.  Unless you are a really good […]

If Sales Call Reluctance is costing you money, self-confidence and career satisfaction, just know that Call Reluctance is a learned behavior.  Hundreds of scientific studies tell us that when people change the course of thinking, they change the course of their emotions.  Your thinking triggers emotion.  Slow down and notice that you are pre-playing the […]

When you are ready to make your prospecting or follow up calls and you find yourself hesitating, close your eyes and see a huge STOP sign in the sky.  Immediately realize that you are projecting your perspective onto the prospecting call.  Fear of rejection is an illusion.  No one can reject you unless you are […]

Cold calling is dead. Cold calling doesn't work!

Michael Soloman, D.C. specializes in network chiropractic in Phoenix, Arizona.  While at home one day last year, he answered a knock on the door.  It was a Fox 10 news reporter asking if he would be willing to share his thoughts about property tax increases in his neighborhood.  He obliged and had fun helping the […]