Great inventors are never bored with their work.  They sometimes forget to eat because they are so intrigued by their mission.  We can only be a success in a line which interests us greatly!  So many salespeople are bored with themselves and their careers.  They are prospecting for the next premium.  No wonder prospecting is […]

Yesterday I talked with a proven top sales performer.  I asked her to share her most recent success story.  She shared that she just landed a company that she had called 80 times in the last four years.  At first I thought that was pretty excessive, until I did the math.  She called  approximately every […]

As salespeople if we are active in our marketplace every day we’ll have some type of challenge or obstacle; right? How can you ensure that you’ll keep yourself in a good psychological place no matter what challenge arises? I encourage my clients to start every day, seven days a week, writing down five things that […]

Could it possibly be by Dr. Seuss?  Highly recommend you get this book and have it be your 2011 focus.  Pleasantly persistent. If you are ready to overcome your Sales Call Reluctance once and for all, remember that it’s not prospecting that causes your anxiety. . . it’s your thought about prospecting. Sales Call Reluctance […]

One of the best ways to end the year is to make a list of your personal and professional achievements.  No judgment as to big or small.  Make a special file and make this a yearly exercise.  You will be amazed at how much you have accomplished. The most contagious type of Sales Call Reluctance […]

Yesterday was prospected by a salesperson.  Her scripting was “I would love to tell you about. . .”  Her value proposition was weak and didn’t engage me.  After speaking with her she shared that she had been selling for 20 years and was having trouble engaging prospects.  Scripting for 2010 is different than scripting just […]

Last week I received three calls from mid-career salespeople (residential real estate, financial advisor and commercial real estate).  All three assured me that if they could overcome their Sales Call Reluctance they could double and possibly triple their income. The next time you reach for the phone to make a prospecting call and you stop, […]

This week a prospect emailed an inquiry.  I immediately picked up the phone and called him.  He was taken aback that I responded so quickly.  He wasn’t prepared to take my call.  We set a time and spoke early the next day.  He moved into my sales pipeline. We have a follow up conversation on […]

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 […]

You are your biggest competitor. If you can agree with that, you are already on your way to responsible solutions to your sales career.