Understanding the Importance of Decision Triggers in Selling to Your Prospects – by Jill Johnson

A key component of effective target marketing involves developing deep insight into the decision-making process influencing how your customers make their purchasing choices. For organizations working with diverse customer needs, moving your prospects from, “I’m interested,” to “I’ll buy,” is a highly complex process. What is significant and how this will impact each of your […]

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Taking Action Leads to Electrifying Glory; Not Taking Action Leads to Agonizing Regret

Robert Terson

You’ve heard it a thousand times before: you must take action. It’s the most important thing. Which is so true. I’m going to tell you two stories which, when juxtaposed together, make the point. The first time I told story #1, to a real estate company of about 60 people, 29 years ago, I almost got booed off […]

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The Carrot, the Egg, and the Coffee Bean – Author Unknown

Robert Terson

A young woman went to her mother and told her about her life and how things were so hard for her. She did not know how she was going to make it and wanted to give up. She was tired of fighting and struggling. It seemed that, as one problem was solved, a new one […]

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What is “Value” Anyway? – by Lynn Hidy

Recently I asked What is your #1 call strategy tip for prospecting calls? Here are the answers: “I was hoping you could help me out…” Call the CIO’s office Be human, talk with them like people <lost deal> “did I do anything wrong…” LISTEN Schedule a meeting in outlook – topic “as I’ve studied your […]

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Are You One of Those Jerks That Totally Dominates the Conversation?

Robert Terson

Two conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone. Both men have successful businesses, are in their late 40s, early 50s, with lots of experience under their belts—we’re not talking about a […]

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