Articles

 This bear was trapped in a skate board park.  The park patrol placed the ladder, stood back and observed how the bear overcame its obstacle! How creative are you at overcoming your obstacles? Share with us your story! For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her […]

If you are prospecting consistently, you are sure to happen upon someone who is negative and not particularly happy that you called.  This happened to me last week.  The prospect is a key player in her organization. I’m certain she’s bright or she wouldn’t hold the position. As a salesperson, you have choices to make when you encounter a “negative” prospect. […]

 When you are prospecting, three things must come together:  Right person, right time and right message.  You may be calling the right person with the right message at the wrong time!  Eeek!  They may have just got off a very disturbing phone call. Keep moving, watch when you find yourself going down the self-doubt spiral.  Your […]

 Yes, I know it’s hot (107 degrees) in Phoenix, Arizona, but what does this convey to your prospects?  You only have one chance to make a first impression. What remedies do you have for this sales guy? For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected]. Specializing […]

Sometimes when people experience Sales Call Reluctance, we find that they are not connected to their personal strengths.  They are disconnected.  They are not plugged in.  If you are reluctant to prospect, maybe you need to take your own personal inventory and answer the following question:  What am I good at?  If you don’t relate to that […]

Today I had two prospects tell me their truth and even though it wasn’t what I necessarily wanted to hear, it was appreciated. Scenario #1:  A salesperson emailed me about a speaking opportunity for an association.  When I called the chairperson, he said “I don’t want to offend you, but I don’t believe that sales training helps salespeople.  We […]