Are You Helping Your Prospects Discover Their Problems?

Robert Terson

You would think that a prospect would be in touch with his problems, difficulties 100% of the time. Alas, you’d be wrong. Which means it’s your responsibility, assuming that you want to make a sale, to help your prospect get in touch with himself, i.e. the aforementioned problems, difficulties. How do you do that? By […]

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The Smell of Rain – Author Unknown

Robert Terson

A cold March wind danced around the dead of night in Dallas as the Doctor walked into the small hospital room of Diana Blessing. Still groggy from surgery, her husband David held her hand as they braced themselves for the latest news. That afternoon of March 10,1991, complications had forced Diana, only 24 weeks pregnant, […]

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Holiday Reflections and the Passion of Impact – by Ken Thoreson

I woke up in rural Wisconsin on Christmas morning, when I peeked out the window of my mother in-law’s home it was -7 degrees on the thermometer. I grew up in rural Wisconsin–that is how it is supposed to be on Christmas morning. What do I mean by rural? Well driving the last 7 miles […]

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Why are You Totally Dominating the Conversation?

Robert Terson

Two annoying conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone. Both men have successful businesses, are in their late 40s, early 50s, with lots of experience under their belts—we’re not […]

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10 Rules of Prospecting — What It Takes to Be Successful – by Mark Hunter, “The Sales Hunter”

This post (http://thesaleshunter.com/do-you-have-prospects-or-suspects-10-ways-to-know-the-difference/) was originally posted on Mark Hunter’s website and is republished here with permission. People ask me all the time, “What does it take to be successful when prospecting?”  I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions.   This […]

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