Are You Taking the Time to Discover the Dominate Buying Motive?

Robert Terson

Perhaps the greatest mistake salespeople make is this: they meet a prospect and they’re in such a hurry to make a sale that they instantly dive into a presentation of their product or service, detailing every feature and benefit to the Nth degree. They do this without first taking the time to get to know […]

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Why Dogs Live Less Than Human! – Author Unknown

Robert Terson

Being a veterinarian, I had been called to examine a ten-year-old Irish Wolfhound named Belker. The dog’s owners, Ron, his wife, Lisa, and their little boy, Shane, were all very attached to Belker and they were hoping for a miracle. I examined Belker and found he was dying. I told the family we couldn’t do […]

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Networking Best Practices (for Getting and Excelling at Your Job) – by Sue Schnorr

I saw something highly unusual yesterday and I want to share it. It was a detailed and sincere thank you note. John Luce sent a “Landing Notice” to his network and thanked many of the people who have helped in along the way. I had the good fortune to meet John through a Search Team I […]

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You Need to Concentrate on Providing Value, Not Making a Sale

Robert Terson

I once had an unusual beginning with a new Twitter follower–@evolutionfiles.  He goes by the nickname Bear and is a branding, graphics-design, website-design expert, and all-around great guy.  You can find him at www.evolutionfiles.com.  As I always do with new Twitter followers, I sent Bear some personal direct messages thanking him for following and offering […]

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“You’re in sales, you’re too stupid to understand.” – by Michael Harris

When I asked for more details on how a customer could use our product, Tim, our Managing Director, joked: “Michael, you’re in sales, you’re too stupid to understand.” But the sad thing was that this was what he, and his delivery team really believed. And when I wanted customer stories, I only got the watered […]

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