Articles

The highest rewards do not go to the most intelligent, the best prepared or the hardest working salespeople.  The highest rewards go to the salespeople who are most willing to self-promote.  Yes, it’s true!  George Dudley and Shannon Goodson in their best selling book The Psychology of Sales Call Reluctance have found that across industry […]

Salespeople who suffer from Role Rejection Sales Call Reluctance usually resent salespeople who prospect them.  Role Rejection Call Reluctance is when salespeople have an unresolved guilt, shame or discomfort about being in sales.  They do their best to disguise their identity when prospecting.  However, their prospect knows what they are doing.  Have you ever had […]

I get the biggest kick out of sales managers and sales trainers who tell their salespeople “get out there and sell, but don’t be a salesperson.” There is nothing wrong with being a salesperson!  Salespeople are falling all over themselves to stop being “salesy” and guess what?  They are fooling no one.  Their prospect knows […]

How do you feel when a salesperson prospects you?  Come on, fess us — because your candid answer to that question may hold the key to whether or not you’ll become wildly successful.  Do you feel irritated and annoyed when a salesperson prospects or attempts to sell you?  If you do, you may have what’s […]

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 […]