Grandfather’s Experience – Author Unknown

Robert Terson

A grandfather talking to his grandson about a tragedy he witnessed: “I feel as if I have two wolves fighting in my heart. One is the vengeful, angry, violent one. The other wolf is the loving, compassionate one.” “Grandfather, which wolf will win the fight in your heart?” asked his Grandson. Grandfather answered, “The one I feed.” […]

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8 Tips on How to Make A Perfect Follow Up Call – by Jim Domanski

Jim Domanski

In many ways, a follow up call to a prospect is more challenging than a cold call. Typically, it’s the follow up call that really gets the sales cycling rolling. It’s here where value truly begins to manifest itself. It’s here where substantive information is gathered; and it’s here where the relationship begins to establish […]

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You Never Should Automatically Give a Price

Robert Terson

I was recently working with a young (43 is young to me, folks) salesman, Dan, who also supports 14 other salespeople, although he said he doesn’t officially manage them. The purpose of the call was to help him outline on paper what he referred to as his “sales playbook,” something he’d been asked to do […]

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I’m Fat! Would You Please Workout & Diet for Me? – by Toni Jacaruso

Toni Jacaruso

I’m fat. Gargantuan. Obese. The doctor warned me to diet and exercise or my heart would explode, my skeletal infrastructure would collapse, and I’d miss the next season of Dancing with the Stars. I could do without a heart and who needs good posture anyway? But miss DWTS? #forgetaboutit! So I purchased a gym membership, […]

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Tell a Great Story: SHOW Your Product or Service in Action

Robert Terson

When I reviewed my good friend Mike Weinberg’s fantastic book-New Sales. Simplified—I said the following: “Chapter 8: Sharpening Your Sales Story. For years I’ve been preaching the importance of storytelling to salespeople—what Mike Weinberg calls the Sales Story”; I said that because Mike’s take on storytelling resonated with me. I wholeheartedly believe in telling stories, […]

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