Articles
Do you resent other salespeople when they prospect you?
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 […]
Stop fooling yourself: Your prospect knows that you are a salesperson
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 Sales Shame Kills Your Prospecting — and How to Stop it
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 […]
What does your prospecting “tone” sound like?
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: […]
Want to be more attactive?
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 […]
Serious about overcoming Sales Call Reluctance?
If Sales Call Reluctance is costing you money, self-confidence and career satisfaction, just know that Call Reluctance is a learned behavior. Hundreds of scientific studies tell us that when people change the course of thinking, they change the course of their emotions. Your thinking triggers emotion. Slow down and notice that you are pre-playing the […]
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