Mental Attitude: it’s Where it All Begins

Robert Terson

It’s true that in sales you must work hard to be successful. It’s also true that you must be knowledgeable about your business and the work you’re performing—know your stuff (for a salesperson that’s called salesmanship). But the part of the sales Triangle that’s running things, is in charge of the entire operation, where it […]

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The Two Most Powerful Words That Will Make You Sell More – by Lee Salz

Lee Salz

So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as “powerful” so they must be new, since you haven’t heard them before. Perhaps, these words […]

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What, Pray Tell, Would it Take to MOTIVATE You?

Robert Terson

Many years ago, when I first began studying how to write fiction, I read John Braine’s Writing a Novel. Braine was British; his most famous novels are Room at the Top and The Crying Game. It was from Braine that I first heard about another British novelist, Anthony Burgess (his real name was John Burgess […]

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Brotherhood – Author Unknown

Robert Terson

Ram received an automobile from his brother as Birthday present. One day when Ram came out of his office, he saw a street urchin was walking around the shiny new car, admiring it. “Is this your car?” he asked. Ram nodded, “My brother presented me on my birthday.” The boy was astounded. “You mean your […]

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Put a Demand on Your Talent – by Mark Kosoglow

Mark Kosoglow

Adrenaline junkie. You know the term. FitDay says “An adrenaline junkie is a person addicted to the thrill of the adrenaline rush: the exciting, pleasurable effect produced when the adrenal glands dump a large dose of adrenaline into the bloodstream. The adrenaline rush usually occurs when the body senses danger, the “Fight or Flight” moment. Your […]

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Stop! You’re in too Much of a Hurry to Sell Something!

Robert Terson

Recently, I had a conversation with a friend who operates a consulting business here in Chicago. We discussed sales, networking, and other related subjects. He wanted my take on a number of these topics because he’s just as frustrated as I am with salespeople, and sales management, who see the sales process through the selfish […]

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An Epiphany: “Know’ Precedes No” – by Tony Vengrove

Tony Vengrove

Today’s frenetic business pace invites alacrity and quick decision-making. Most of us have jam-packed schedules and to-do lists that rarely are completely checked-off by the end of the day. We dash into a 30-minute meeting knowing that if people start asking too many questions, a debate will erupt and we’ll never make the next meeting […]

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Attention to Detail that Makes You Shine

Robert Terson

I recently received an email thank-you note from a colleague for publicizing a program of his. It was a well-crafted, warm note; it was also, I believe, the identical note that he sent to a number of people. Why do I think that? Because there was nothing in it that personalized it to me: it […]

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Four Burning Candles – Author Unknown

Robert Terson

In a room there were four candles burning. The ambiance was so soft you could hear them talking. The first one said, “I am PEACE, however nobody can keep me lit. I believe I will go out.” Its flame rapidly diminishes and goes out completely. The second one says, “I am FAITH. Most of all […]

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What Do Sales Professionals Care About? – by Jack Malcolm

Jack Malcolm

The first answer to this question is: more than themselves. When you consider all the definitions of professionalism, they all require dedication to more than simple self-interest. In other words, professionalism is not simply a means to have a lucrative career, or to charge more, or to take advantage of people’s trust. In most professions, […]

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