Don’t Just Speak Your Presentation—You Must DELIVER It!

Robert Terson

I once was working with a young sales manager who runs a good-size team of salespeople. He had ordered my book, read it, then ordered copies for his entire team. He is one of the most terrific individuals I’ve encountered—open minded and hungry to learn all he can, become the best salesperson and sales manager […]

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Helpless Love – Author Unknown

Robert Terson

Once upon a time all feelings and emotions went to a coastal island for a vacation. According to their nature, each was having a good time. Suddenly, a warning of an impending storm was announced and everyone was advised to evacuate the island. The announcement caused sudden panic. All rushed to their boats. Even damaged […]

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Three Sales Goals You Can Set Today – by Carolyn Coradeschi

Carolyn Coradeschi

What can you implement right now in the here and now that will support you with a boost in energy and sales?  I’ve got three sales goals worth setting today that will propel you forward. 1. Create a Winning Schedule Do you have tons of tasks on your to do list?  Are they consuming you […]

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Don’t Be Preparation Lazy

Robert Terson

In Part I of Selling Fearlessly I have a chapter entitled Success is a By-Product of Preparation and Execution. The quotation that I included for that chapter is from the late college football coach Paul “Bear” Bryant: “It’s not the will to win that matters—everyone has that. It’s the will to prepare to win that […]

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The Power of Consistency – by Greg Marchand

Greg Marchand

I was recently asked by a company executive to sum up two days of customer service and sales training provided to his operations team…in one word of advice. The word I chose was consistency. Of all the ideas presented, of all the discussion surrounding industry best practices, and of all the notes I watched participants […]

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A Napoleon Hill Story: The Man Who Quit Too Soon

Robert Terson

By now most of you know that Think and Grow Rich by Napoleon Hill is one of my favorite books; I’ve read it and reread it more than a 100 times over the past 46 years. It always inspires me. I believe it’s the single most important book I ever read; it certainly has influenced […]

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A Gift of Love!—Author Unknown

Robert Terson

“Can I see my baby?” the happy new mother asked. When the bundle was nestled in her arms and she moved the fold of cloth to look upon his tiny face, she gasped. The doctor turned quickly and looked out the tall hospital window. The baby had been born without ears. Time proved that the […]

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Let Me Think About it–3 Ways to Handle a Classic Objection – by Jim Domanski

Jim Domanski

What would selling be like without a daily dose of “Let me think about it?” Probably a whole lot easier and a whole lot less frustrating. But since the objection isn’t going to go away any time soon perhaps now is a good time to look at some ways to tackle it. Is it Real? […]

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You Should Never Judge a Book (or a Human Being) by its Cover—a Surprising Success Story

Robert Terson

I was 23 when I returned to Chicago from a two-year stint in the U.S. Navy and began my short-lived “career” as a real estate salesperson; it lasted three ignoble years. Notwithstanding my own less-than-stellar performance during those three forgettable years, I recall one valuable lesson that I never forgot, which I’d like to share with […]

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DOING EVERYTHING RIGHT STILL WON’T MAKE YOU A WINNER – by Dan Waldschmidt

Dan Waldschmidt

Just because you do everything right doesn’t mean that you’re still going to win. Doing what is right doesn’t mean that nothing wrong is going to come into your life. You don’t get an automatic entry to the podium just because you gave it your all. Winners still have big problems. Dealing with frustration and […]

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