Success Depends Upon Maturity – by Ann Landers

Robert Terson

Maturity is many things. It is the ability to base a judgment on the big picture, the long haul. It means being able to resist the urge for immediate gratification and opt for the course of action that will pay off later. One of the characteristics of the young is “I want it now.” Grown-up […]

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Are Office Teams Magic Bullets? – by Joanne Victoria

Joanne Victoria

Help wanted: professional, flexible, dynamic, well-organized, accurate, self-starter, independent thinker, up-beat, energetic, multi-tasked, experienced team player. A lot to ask of any individual, especially one who has not played on any team since softball in the third grade! Many businesses request a team player without knowing what that actually means. Being on a team means […]

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How Many Sales Presentations a Week are You Giving?

Robert Terson

In my last blog I mentioned that I’ve been conversing with a number of salespeople who have sought to tap into my decades of experience, seek advice, which is why I felt compelled to post Chapter 34—The Approach—of my book Selling Fearlessly. During these telephone-counseling sessions it became apparent to me how many salespeople out there […]

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We Choose Whom We Allow to Understand Us – by David Tovey

David Tovey

The title of this blog is one of the most profound statements I’ve ever heard in relation to selling. It came from a speaker at a procurement conference I attended. A senior procurement executive told the audience of would-be suppliers that she and her fellow procurement professionals know all the sales tactics that suppliers use […]

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The Approach—Chapter 34 from “Selling Fearlessly”

Robert Terson

I’ve spoken to a number of salespeople the past four years who sought my help.  They all needed to read my book, which was published in October, 2012.  In every case I spent a lot of time talking about the approach in cold calling, so I’ve decided to post that chapter of my book for […]

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