Articles

You have trillions of neuronets in your brain. Which ones are connected to your prospecting activity?  When you think about prospecting, what is the thought that pops into your head?  Do you automatically think “opportunity!”  or do you think “well. . . I’m not good at prospecting.” To overcome Sales Call Reluctance, you will have to re-wire your […]

 80% of your success is due to your emotional intelligence, according to Daniel Goleman, Ph.D. There are three components of emotional intelligence: (admittedly simplifying a complex subject!) The ability to handle your feelings; The way you communicate with YOU; The way you communicate with others. When is the last time you took a class or […]

What is it about people who truly take action now?  There are three people who have been amazing examples to me and all three very successful. They “Do it Now!” Christine Harvey at www.christineharvey.com is the most successful businesswoman I know.  Written six books published in 23 different languages.  In her book In Pursuit of Profit she […]

Sometimes when salespeople experience Sales Call Reluctance, they are also suffering from not being convinced of their value and/or the value of their products or services.  This makes prospecting even more challenging. Recently after a speaking engagement, a furniture salesperson approached me and admitted to Sales Call Reluctance.  The more I spoke with her it became […]

When is the last time you were at a restaurant and a young couple at the next table were having a deep discussion and you eavesdropped on their juicy conversation?  In order to listen you had to get real quiet; right? If you want to overcome your Sales Call Reluctance, you need to eavesdrop on YOU!  Get […]

Sales Call Reluctance is the emotional hesitation to prospect.  If you are afraid to prospect, what is the first step in overcoming your Fear? Admit it!  It’s nothing to be embarrassed about.  Living with it needlessly is.  Take a deep breath, and say to yourself “I experience fear when I think about prospecting.”  It’s okay — Hiding, […]