Why Are You So S-L-O-W? – by Andy Paul

Andy Paul Headshot

Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to […]

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Responsibility Ignites Initiative

Robert Terson

Thirty-five years ago I called on two service stations across the street from each other; the road they were on was under reconstruction, hardhats and heavy equipment everywhere—it looked like a gravel pit. I found the owner of the first station sitting dejectedly on a stoop, not another soul in sight. When I gave him […]

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What Sales Professionals Do – by Jack Malcolm

Jack Malcolm

In two previous posts in this series on sales professionalism, we focused on what sales professionals care about and what they know. Ultimately, though, caring and knowing won’t mean a hill of beans unless they are translated into action. What sets true sales professionals apart from their less accomplished peers is what they do differently, […]

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Are You Ready to Commit to Greatness?

Robert Terson

What do you think it is that separates mediocrity from Greatness? Or even “ordinary success” from Greatness? Why do some people reach heights of achievement that boggle the mind, while others simply run with the also-rans in the middle of the pack or consistently fall flat on their butts throughout their entire lives? Calvin Coolidge, […]

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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 […]

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Show me the M.O.N.E.Y. – by Ben Martin

Ben Martin

If You Build It, Will They Come? It is hard work as of late, convincing individuals that blogging needs to be part of their digital personal brand strategy. Especially those that have amassed valuable knowledge over the years and even those with great ideas and opinions. Some tend to believe that all they need to […]

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Do You Believe in What You Sell?

Robert Terson

This is a repost of the first blog I wrote for Sellingfearlessly.com: The first question I want to ask you is this: Do you, or do you not, believe in what you sell?  Would you enthusiastically buy it?  If the answer is no, if in truth you do not believe in what you sell, if […]

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Artful Questioning – by Tom Hopkins

Tom-Hopkins

Many salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. When you entered the selling field, you may have thought, “Now my job is to talk and talk and talk.” So off you go. “Here it is folks. Won’t ravel, rust, or rip. Can’t […]

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Customer Service the Disney Way

Robert Terson

The best book I’ve ever read on customer service is If Disney Ran Your Hospital: 9 ½ Things You Would Do Differently by Fred Lee. Lee is described thusly: “Fred Lee speaks as a keen observer of individual motivation and grouped participation in organizational goals. He established his career in hospital leadership and uses Disney […]

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Weakness or Strength? – Author Unknown, from Bits & Pieces, August 15, 1996, Copyright (c) Economic Press, Inc.

Robert Terson

Sometimes our biggest weakness can become our biggest strength. Take, for example, the story of one 10-year-old boy who decided to study Judo despite the fact that he had lost his left arm in a devastating car accident. The boy began lessons with an old Japanese Judo master. The boy was doing well, so he […]

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