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	<title>Selling Fearlessly</title>
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	<link>http://www.sellingfearlessly.com</link>
	<description>More than meets the eyes.</description>
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		<title>The Important Things in Life – Author Unknown</title>
		<link>http://www.sellingfearlessly.com/2013/05/17/the-important-things-in-life-author-unknown/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/17/the-important-things-in-life-author-unknown/#comments</comments>
		<pubDate>Fri, 17 May 2013 11:00:30 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4448</guid>
		<description><![CDATA[Here’s another classic story that can be found all over the Internet. I think it makes a wonderful point that I’d like you to keep in mind. A professor of philosophy stood before his class with some items in front of him. When the class began, wordlessly he picked up a large empty mayonnaise jar [...]]]></description>
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		<slash:comments>4</slash:comments>
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		<title>Unselling What You Just Sold &#8211; by Mark Hunter “The Sales Hunter”</title>
		<link>http://www.sellingfearlessly.com/2013/05/16/unselling-what-you-just-sold-by-mark-hunter-the-sales-hunter/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/16/unselling-what-you-just-sold-by-mark-hunter-the-sales-hunter/#comments</comments>
		<pubDate>Thu, 16 May 2013 11:00:49 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4434</guid>
		<description><![CDATA[I’ll never forget the first time it happened to me.  The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I also had stayed up nearly all night to make sure I had every element covered perfectly in my presentation. For me, [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Piggybacking on Other People’s Networks</title>
		<link>http://www.sellingfearlessly.com/2013/05/15/piggybacking-on-other-peoples-networks/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/15/piggybacking-on-other-peoples-networks/#comments</comments>
		<pubDate>Wed, 15 May 2013 11:00:48 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4426</guid>
		<description><![CDATA[Recently we had a discussion in the STA Sales Mastermind Group about those individuals who try to shortcut the networking process by trying to piggyback on other people’s networks. They don’t know you except by reputation (which you’ve worked hard to establish!) and they’re not interested in taking the time to get to know you, [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>STAR Sales Managers Win More Sales &#8211; by Steven Rosen, MBA</title>
		<link>http://www.sellingfearlessly.com/2013/05/14/star-sales-managers-win-more-sales-by-steven-rosen-mba/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/14/star-sales-managers-win-more-sales-by-steven-rosen-mba/#comments</comments>
		<pubDate>Tue, 14 May 2013 11:00:26 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4419</guid>
		<description><![CDATA[All companies want to win more sales.  More sales equals more revenue + greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your salespeople and discerning why they are not performing. Often, companies will invest in sales-rep training, CRM systems and buy new [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Roleplaying</title>
		<link>http://www.sellingfearlessly.com/2013/05/13/roleplaying/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/13/roleplaying/#comments</comments>
		<pubDate>Mon, 13 May 2013 11:00:40 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4414</guid>
		<description><![CDATA[I’ve done some motivational speaking in my time. Actually, quite a lot of it; we all need to be inspired from time to time. It moves us to recharge, gets our juices flowing, pushes us off dead center to go full throttle again. But all the motivation in the world isn’t going to help if [...]]]></description>
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		<slash:comments>5</slash:comments>
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		<title>Critics &#8211; Author Unknown</title>
		<link>http://www.sellingfearlessly.com/2013/05/10/critics-author-unknown/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/10/critics-author-unknown/#comments</comments>
		<pubDate>Fri, 10 May 2013 11:00:49 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4410</guid>
		<description><![CDATA[Once upon a time there was a painter who had just completed his course under the disciple of a great painter. The young artist decided to assess his skills, so he decided to give his best strokes on the canvass. He took three days and painted beautiful scenery. Suddenly an idea flashed in his mind [...]]]></description>
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		<slash:comments>2</slash:comments>
		</item>
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		<title>Your Sales Prospect Needs a Job: Turn Radio Silence into Sales Commitment &#8211; by Joanne Black</title>
		<link>http://www.sellingfearlessly.com/2013/05/09/your-sales-prospect-needs-a-job-turn-radio-silence-into-sales-commitment-by-joanne-black/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/09/your-sales-prospect-needs-a-job-turn-radio-silence-into-sales-commitment-by-joanne-black/#comments</comments>
		<pubDate>Thu, 09 May 2013 11:00:22 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4398</guid>
		<description><![CDATA[Consider this sales scenario: You conduct a great meeting with a sales prospect, engage in smart conversation, and exchange ideas. Your prospect: 1. Thanks you for your insights. 2. Agrees that your solution would meet his needs. 3. Engages in a preliminary discussion about pricing. 4. Asks you to prepare a proposal. 5. Goes so [...]]]></description>
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		<slash:comments>2</slash:comments>
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		<title>Avoiding Scams: Don’t Be a Sucker!</title>
		<link>http://www.sellingfearlessly.com/2013/05/08/avoiding-scams-dont-be-a-sucker/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/08/avoiding-scams-dont-be-a-sucker/#comments</comments>
		<pubDate>Wed, 08 May 2013 11:00:52 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4390</guid>
		<description><![CDATA[I assume that no-one reading this blog is so lacking in sophistication that he/she could be duped by the Nigerian scam (the emails come from other countries, too, nowadays). That’s the one where, written in a grammatical form that can only be described as God-awful, the perpetrator tells you that he needs your cooperation re [...]]]></description>
		<wfw:commentRss>http://www.sellingfearlessly.com/2013/05/08/avoiding-scams-dont-be-a-sucker/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>You Have to Open It Before You Can Close It! &#8211; by Deb Calvert</title>
		<link>http://www.sellingfearlessly.com/2013/05/07/you-have-to-open-it-before-you-can-close-it-by-deb-calvert/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/07/you-have-to-open-it-before-you-can-close-it-by-deb-calvert/#comments</comments>
		<pubDate>Tue, 07 May 2013 11:00:35 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4374</guid>
		<description><![CDATA[Picture this. You are standing in a very large circular room with doors all around you. Every door is closed. Every door looks exactly the same. You’ve knocked on all of these doors until your knuckles are red and sore. Yet every door remains tightly closed. In order to succeed, you have to get through [...]]]></description>
		<wfw:commentRss>http://www.sellingfearlessly.com/2013/05/07/you-have-to-open-it-before-you-can-close-it-by-deb-calvert/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Why Do People Not Do What is in their Own Best Interest?</title>
		<link>http://www.sellingfearlessly.com/2013/05/06/why-do-people-not-do-what-is-in-their-own-best-interest/</link>
		<comments>http://www.sellingfearlessly.com/2013/05/06/why-do-people-not-do-what-is-in-their-own-best-interest/#comments</comments>
		<pubDate>Mon, 06 May 2013 11:00:41 +0000</pubDate>
		<dc:creator>Robert Terson</dc:creator>
				<category><![CDATA[Selling]]></category>

		<guid isPermaLink="false">http://www.sellingfearlessly.com/?p=4360</guid>
		<description><![CDATA[There are about 75 guest-post contributors to this site. If you’ll click on the “See All of Our Contributors” link on the site, you’ll see who they all are. Many of them are among the top sales and marketing professionals worldwide; I take great pride that they’ve consented to share their valuable content with you [...]]]></description>
		<wfw:commentRss>http://www.sellingfearlessly.com/2013/05/06/why-do-people-not-do-what-is-in-their-own-best-interest/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
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