Selling You on Rejection – by Andrea Waltz

Conversation starter in offices and conference rooms all across the world, every day: “How do we increase our sales?” Better marketing. More advertising. New products. It all helps. But one reality never seems to be dealt with very well and it’s the elephant in the room: The fear of failure and rejection on the part of […]

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Why is Change Such a Terrible Agony?

Robert Terson

Most of us would rather go through a root canal than undergo a major change, even if it’s obviously in our best interest. You know what I’m talking about. Stepping out of your comfort zone—where, by the way, all the goodies are—is…well, just so damn uncomfortable. It’s so much easier to stay where you are, […]

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Human value – Author Unknown

Robert Terson

A well-known speaker started off his seminar by holding up a $20 bill. In the room of 200, he asked, “Who would like this $20 bill?” Hands started going up. He said, “I am going to give this $20 to one of you but first, let me do this.” He proceeded to crumple the dollar […]

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Tough Questions – by Barbara Weaver Smith

In my continuing series on rehearsing for team sales presentations, today’s post is about preparing for the tough questions. Sometimes you are tempted just to hope they won’t ask questions for which you don’t have a good answer, but that is a path to disaster. Everyone involved in the presentation needs to know WHO will answer […]

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It’s a Pity, but There are People Who Will Envy Your Success

Robert Terson

I was having a conversation with my dear friend Gary Hart (if you’re not following Gary, you should be. You can find him at his website http://www.salesdujour.com/ or on Twitter or LinkedIn) and we got on the topic of envy. Gary waxed eloquently on the subject, which didn’t surprise me, because he’s one of the smartest […]

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