 | The Fear Factor
What are you afraid of? Kelley Robertson addresses the “Fear Factor” that occurs in sales. In some cases the fear can be debilitating to the point it can prevent people from reaching their targets or worse. This could be fear of rejection or any other sales phobia.
Kelley shares three suggestions on how to overcome fear. People have to take action on their fears, they can elicit support from another person, and thinking of a positive action once you’ve taken action. You may find it interesting that your prospects and customers have fears as ...
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Work It Now! How Winners Deal with Adversity
I remember the first time I was deployed to Iraq during Operation Southern Watch. I sat in an intelligence mission briefing with 50 of my fellow fighter pilots (my wingmen) where we were briefed on the multiple threats that scattered the enemy terrain in Iraq. The SAM’s (surface to sir missiles) and AAA (anti-aircraft artillery) were everywhere - each with the reach and power to shoot us out of the sky.
I couldn’t help but notice the anxious feeling that was in the pit of my stomach. The dread, panic, and fear were almost overwhelming. For the first time in my
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 | What To Say About The Competition When Your Prospects Ask
Suppose you're bidding on some work, and the client says, "I might as well tell you, you have two competitors on this job: Widget Associates, and Smithtown Group." Do you then:
a. Say nothing.
b. Seize the opportunity to make a differentiating statement about your own firm.
c. Hold your fire, and discretely refine your approach later in the process.
d. Say, "That's interesting – care to share why you chose the three of us?"
Of the above choices, I'd go with "d" and try to start a conversation.
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5 Critical Skills for Sales Success
I’m frequently asked, “What are the most important skills a sales professional must have to succeed in today’s competitive market?” The first step is to recognize that a sales professional is a professional, just as physicians, attorneys and commercial pilots are professionals.
There are three critical components that form a solid foundation for professional skills development and result in exceptional performance for all professionals. They are systems, skills and disciplines.
The System is a set process or organized procedure that leads to a predictable r...
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What’s The Plan?
If you don’t have a destination, how can you develop a map to get there?
This may sound like a question for a driver, but it is also a question for sales people.
The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term “spot,” it means to watch and assist the lifter if they need help.
Of course, I agreed to do this. As is customary when spotting, I asked him how many reps (number of times lifting the weight) he planned to do. He looked at me very puzzled and said he didn’t know ...
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Quote of the day
Practice is just as valuable as a sale. The sale will make you a living; the skill will make you a fortune.
-Jim Rohn
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