Articles

When you are ready to make your prospecting or follow up calls and you find yourself hesitating, close your eyes and see a huge STOP sign in the sky.  Immediately realize that you are projecting your perspective onto the prospecting call.  Fear of rejection is an illusion.  No one can reject you unless you are […]

Cold calling is dead. Cold calling doesn't work!

Michael Soloman, D.C. specializes in network chiropractic in Phoenix, Arizona.  While at home one day last year, he answered a knock on the door.  It was a Fox 10 news reporter asking if he would be willing to share his thoughts about property tax increases in his neighborhood.  He obliged and had fun helping the […]

Sales Call Reluctance is merely a habit of thought.  A habit’s worst enemy is to interrupt it while it’s going on.  Next time you are battling with yourself to get prospecting, stop immediately and ask yourself:  Why is my fear greater than my goal?   Breathe.  Whatever is stronger will win. Connie Kadansky, MA, PCC, Sales […]

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 […]