Game Plan for Rejecting Rejection

by | Nov 27, 2023 | Roadblocks

“NO,” in all the different forms it comes in, can easily crush salespeople. Frankly many sellers are outright petrified by the fear of rejection occurring before it even happens. Experts tell us that the three biggest fears are death, abandonment, and failure. But if...

How’s Your Sales Coaching ROI?

by | Feb 27, 2023 | Sales Management

In 1958, the Green Bay Packers finished their season, 1-10-1, although the team roster contained five future Hall of Fame inductees. Vince Lombardi became head coach in 1959 and at his first team meeting his first words were, “Gentlemen this is a football,” as he held...

You Can’t Prepare Too Much

by | Jan 9, 2023 | Prospecting

Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....

Salespeople Need a Sense of Urgency

by | Dec 27, 2017 | Prospecting

Have you ever had to say, “I wasn’t prepared for that;” or “I didn’t see that coming?” I see you nodding your head up and down, using the universal sign for yes, because unexpected situations and circumstances pop up like whack-a-moles on an all-to-regular basis....

Problematic Presentation Performances

by | Jun 13, 2016 | Presenting

Salespeople are trained to convey facts about what they sell, and they are commonly referred to as “cold” and “hard”, but they are neither. Certainly facts have their place but they don’t evoke emotion in buyers. You will be more successful in moving prospects and...