The Value of Knowledge – Author Unknown

Robert Terson

A giant ship engine failed. The ship’s owners tried one expert after another, but none of them could figure but how to fix the engine. Then they brought in an old man who had been fixing ships since he was a young. He carried a large bag of tools with him, and when he arrived, […]

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Building Your Authority Platform – by Rochelle Moulton

Rochelle Moulton

I was 26 when my career changed forever. A new law passed that completely upended how our clients handled health care—and as the junior consultant, I was selected to become the “expert” in our Chicago office. I pored over hundreds of pages—the law itself and detailed analyses by our crack team of attorneys. I traded […]

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Pitfalls to Avoid—Chapter 53 from “Selling Fearlessly”

Robert Terson

A salesperson can make insoluble mistakes which short-circuit a prospect’s attention and blow the sale; he’s oblivious to what he’s done and can’t put a finger on what went awry. In 1969, the man who trained me in the telephone-book-cover advertising business, Rollie, incessantly used a word which kept grabbing my attention to the point […]

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“Old-School” Selling is Dead (Right?) – by Kelly Riggs

Kelly Riggs

There has been a lot of commentary recently regarding the “death” of the salesperson. It seems we don’t need salespeople anymore now that we have the Internet and social media and all of these sophisticated digital tools. Instead, just get yourself a website and a Facebook page, a Twitter account, a LinkedIn profile, a YouTube […]

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Success is a Byproduct of Preparation and Execution—Chapter 7 from “Selling Fearlessly”

Robert Terson

Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that. It’s the will to prepare [my emphasis] to win that matters.” I often fantasize how I would perform in other professions. As a college basketball coach, for example, what I’d say to my team before the first practice, so they’d […]

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