How the Poor Live – Author Unknown

Robert Terson

One day, a father of a very wealthy family took his son on a trip to the country with the firm purpose of showing his son how poor people live. They spent a couple of days and nights on the farm of what would be considered a very poor family. On their return from their […]

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9 Ways to Differentiate Yourself Through Your Selling Approach – by Lee Salz

Lee Salz

Executives and salespeople are searching high and low for ways to differentiate themselves from the competition. Here are nine easy-to-implement ways to leverage sales differentiation through your selling approach. 1. Different level pursuit If the competition is calling at the director-level, call on the C-suite. Why battle for the deal at the mid-level when you can develop a strategy […]

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The Frightening Agony of Change

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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How to Qualify Leads and Not Get Led Astray – by Jaclyn Goldman

Jaclyn Goldman

Qualifying leads is probably the most difficult skill a salesperson must learn in their career. It is particularly difficult to do if you are new in sales or new in your industry. In order to properly qualify your leads, you must: ASK the right questions LISTEN to your customer BE CREATIVE When I first started in sales, I […]

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There’s No Getting Around it, People are Going to Envy Your Success

Robert Terson

I once had 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 at or at 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 […]

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Learn and Earn – Author Unknown

Robert Terson

Chuan and Jing joined a wholesale company together just after graduation. Both worked very hard. After several years, the boss promoted Jing to sales executive but Chuan remained a sales rep. One day Chuan could not take it anymore, tender resignation to the boss and complained the boss did not value hard working staff, but […]

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Sales Reps Need To Know The “Why” Behind The “How” – by Andy Paul

Andy Paul Headshot

Salespeople and sales managers would benefit from more sales education. There is a vital difference between sales training and sales education. And, it has a direct impact on the decisions you make about how to invest in boosting your sales performance. Sales training is all about the “how.” Sales education is about the “why.” Sales […]

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The Question You Must Ask Yourself is, Should You Be a Salesperson?

Robert Terson

My friend and mentor Chris Lytle is the author of The Accidental Salesperson and The Accidental Sales Manager, both terrific reads. No one influenced the rewrite of Selling Fearlessly more than Chris did; he’s an amazing guy! Chris originally wound up in sales by “accident”; it wasn’t a choice he made, it wasn’t something he […]

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Networking Skills: How to Be the Most Valuable Person in the Room – by Josh Hinds

Josh Hinds

Often the word networking conjures up images of someone running around frantically trying to shove his or her business cards into as many hands as possible. If this describes you — stop doing this now. If it describes anyone you know — then share this article with them. Believe me, they’ll thank you for doing […]

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Make Preempting Objections Part of Your Presentation

Robert Terson

In a recent blog—How Do You See it, is it an Obstacle or an Opportunity?—I told a story of a young salesman who was hearing the price objection in eight out of ten presentations. He hadn’t been able to come up with a rebuttal to the objection, never mind taking the necessary steps to preempt […]

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