Articles

Salespeople are in a quandary. During this crisis, should they be proactively prospecting? Answer: It depends! Is your product or service considered to be a First Responder? When the house is on fire, the first responder runs to help. Some products/services are entirely appropriate to proactively promote, for example, medical supplies and testing, technical solutions, […]

Conscious adaptation to current reality moves us to turn on our innovative and creative brain. How has your vision for the future changed? Vision is the first place where you engage your thinking about what is possible. Ask yourself: Why am I here? How will I be successful? New possibilities cause you to see new goals […]

We cannot go back to a world that no longer exists. Some professions will return to the tried and true fundamentals and others will not. We will be forced to look at business in new ways. Outmoded tools and thinking no longer serve. We must discover new innovative ways to face challenges that have no […]

Are you not prospecting consistently because you have difficulty asserting yourself? Are you afraid to incite conflict by asking discovery questions? Are you afraid you will appear pushy or intrusive? Are you sociable but not necessarily outgoing? Are you building a number of relationships but not meeting your production goals? Are you paying for lunches, […]

There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity. Unfortunately, sometimes it seems like it is too late.  The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting. However, […]

Sales Call Reluctance is an emotional hesitation to prospect and self promote.  People who experience Call Reluctance perceive prospecting as an emotional threat. To overcome Sales Call Reluctance requires “Thought Realignment,” or changing your internal conversation around prospecting.  Ask yourself “What if” questions, for example, “What if you had an unlimited supply of ideal prospects?”  […]