“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review

Bob Terson: CEO of Sellingfearlessly.com and author of Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson.

If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do you become a top performing salesperson or develop top performing salespeople? … [Read more...]

Are Your Prospecting Results Disappointing?

No Me, Myself, and I Messages

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

Stop Selling & Start Succeeding

No Selling

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

The Nuclear Bomb of Sales Responses

No---No-Circled

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]

The Last Thing They See – Lasting Impressions

Old Shoes

The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when we leave. … [Read more...]