People Buy on Emotion Far More Than Logic or Reason

Robert Terson

You’ve probably heard it a few dozen times: people buy on emotion far more than logic or reason. Yet, if truth be told, most salespeople pay little heed to this axiom of the selling profession. They go right on their merrily way offering their prospects every logical reason they can come up with to buy, […]

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Buying an Hour of Daddy’s Time – Author Unknown

Robert Terson

The man came home from work late again, tired and irritated, to find his 5-year-old son waiting for him at the door. “Daddy, may I ask you a question? “Yeah, sure, what is it?” – replied the man. “Daddy, how much money do you make an hour?” “That’s none of your business! What makes you […]

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Why Are You So S-L-O-W? – by Andy Paul

Andy Paul Headshot

Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to […]

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Responsibility Ignites Initiative

Robert Terson

Thirty-five years ago I called on two service stations across the street from each other; the road they were on was under reconstruction, hardhats and heavy equipment everywhere—it looked like a gravel pit. I found the owner of the first station sitting dejectedly on a stoop, not another soul in sight. When I gave him […]

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What Sales Professionals Do – by Jack Malcolm

Jack Malcolm

In two previous posts in this series on sales professionalism, we focused on what sales professionals care about and what they know. Ultimately, though, caring and knowing won’t mean a hill of beans unless they are translated into action. What sets true sales professionals apart from their less accomplished peers is what they do differently, […]

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