Articles

There comes a time when it’s time to “stop” making up stories that make you miserable. When you reach out to prospects and they are not responsive, what do you make it mean?  Do you make it mean that they don’t like you?  That they don’t like salespeople?  That they love their current supplier or […]

No more putting band-aids on Sales Call Reluctance. Fear is a mental response to a perceived threat. At the core of Sales Call Reluctance are four (4) blocks: Limited beliefs Assumptions (experience plus emotion) Perceptions/interpretations Inner critic that sits on your shoulder and whispers doubts in your ear. Identifying your energy blocks is key to […]

Closing a sale and making dollars is a result of “doing what you do.”    All salespeople love closing sales!  However, to really understand your value and understand what makes you different in the marketplace, I highly recommend you ponder on the “why” behind what you do. Most salespeople will answer “because I like to […]

Sometimes salespeople do their internal homework, start creating amazing results and then experience anxiety around keeping up the momentum. When this happens, it’s like sticking a pencil in a fan and sabotages success. The goal is to ride the magic carpet of Momentum with grace and ease. One way to keep focused is to consistently […]

The dreaded self-doubt spiral is a very miserable place to be for a salesperson. It is not prospecting that causes Sales Call Reluctance.  It is your “thought about prospecting” that causes your Sales Call Reluctance. If you are experiencing self-doubt, it’s your “thoughts” that throw you into the self-doubt spiral and causes your anxiety. If […]

In my monthly webinar on overcoming Sales Call Reluctance I asked my audience what their favorite excuse was for not prospecting.  One individual answered:  “Attending Webinars!” Many salespeople have read all the books, listened to all the CDs, attended all the webinars and they are still not achieving their goals. Sometimes salespeople think they are […]