The Miracle of $1.11-True Story! – Author Unknown

Robert Terson

Tess was a precocious eight-year-old when she heard her Mom and Dad talking about her little brother, Andrew. All she knew was that he was very sick and they were completely out of money. They were moving to an apartment complex next month because Daddy didn’t have the money for the doctor bills and our […]

Read More»

Should Companies Stop Worshiping Sales Rock Stars? – by Andy Rudin

“Can you find us a sales rep? And not just any rep. We want a rock star!” An ordinary request for something truly extraordinary. I hear it often. Lately, I began to wonder, what does this honorific mean? I searched online for sales rock star, and received a deluge of results. 23,800 of them, if you’re into […]

Read More»

Elite Sales Professionals Don’t Always Make Good Sales Managers

Robert Terson

I met J—a top-tier professional salesperson, despite his youth—in January 2013, after he read Selling Fearlessly. He contacted me and I think it’s fair to say we became friends. He later ordered the book for his entire sales team, which led to a lengthy Q&A session with the team. I think it’s also safe to […]

Read More»

Working with Hostile Buyers – by Tom Hopkins

It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it requires shouting before withdrawal, they shout; if their dignity allows a silent stomp out, they silently stomp out—to oblivion with that particular buyer in either […]

Read More»

Talent or Tenacity, which is more important?

Robert Terson

My friends Richard Fenton & Andrea Waltz, authors of Go for No, did a video entitled Talent Versus Tenacity. I hope you’ll take a moment to watch it here. So impressed was I with this video and the question it tackles, that I thought I’d throw my two cents into the equation, too. One of […]

Read More»

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 […]

Read More»

5 ways to Rock Your Web Presentation – by Julie Hansen

Let’s be honest. Most web presentations have all the sizzle of a week-old soda. The problem is that while most sellers adjust their content for new technology, they rarely adjust the way they deliver that content. And using the same physical and vocal delivery techniques for your web presentations is a sure way to have […]

Read More»

There’s No (Crying or) Whining in Selling

Robert Terson

My dear friend Kelly Riggs wrote what I believe is one of the best sales books ever penned—Quit Whining and Start Selling! – A Step-by-Step Guide to a Hall of Fame Career in Sales. I want you to pay particularly close attention to the word “Whining,” because when salespeople call me for help (it happens […]

Read More»

Never Call it Rejection, it’s Nothing of the Kind!

Robert Terson

I’ve done a lot of interviews for my book Selling Fearlessly, and a word that keeps coming up in these interviews is “rejection,” or perhaps I should put it, “the fear of rejection.” “How do you combat rejection?” I’m constantly being asked. Honestly, I hate that word—rejection. As far as I’m concerned, it doesn’t belong […]

Read More»

The Circle of Joy – Author Unknown

Robert Terson

And old story tells that one day, a countryman knocked hard on a monastery door. When the monk tending the gates opened up, he was given a magnificent bunch of grapes. – Brother, these are the finest my vineyard has produced. I’ve come to bear them as a gift. – Thank you! I will take […]

Read More»
© Copyright Selling Fearlessly - Design by JWD.