Articles

As a coach, I am hearing stories every day of salespeople and entrepreneurs who are making decisions coming from a “desperate” versus a “deliberate” perspective.  If we don’t be careful, we can be snared in the doubt that is spiraling down, down, down. The worse thing that you can do is take yourself down the […]

  You’re sitting in your office after promising yourself yesterday that you would start making cold calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is overdue for grooming, then it hits you […]

Monday morning I felt like I was starting my day behind the eight-ball.  We had such an activity-packed weekend, that I didn’t get chores done in order to start a new week in an organized way.  Has that ever happened to you?  Eek!  I was beside myself. After taking a deep breath, I knew it […]

Are you sabotaging your sales success because you are getting caught up in the “Ain’t it Awful” Game?  Dr. Eric Berne talks about the psychological Games People Play and “Ain’t it Awful” is one of them. So many of my clients — salespeople, bankers and financial advisors — tell me that when they prospect and […]

This “economy” has tested the best of the best.  What I have noticed is that the salespeople who continue to push against and are determined to “wait for their market to come back” are sinking deeper and deeper into the dark hole of self-doubt and negativity.  Their confidence has disappeared.  They have chosen to be […]

It is a natural impulse when you are experiencing fear and concern about your sales to reach out and find something external that will help you sell more and overcome your Sales Call Reluctance.  Admittedly, I have done it myself over the years.  What’s the magic pill?  A coach?  A seminar? A workshop? A mastermind […]