The Terrible Agony of Change

Robert Terson

Most of us would rather go through a root canal than undergo a major change, even if it’s obviously in our best interest. You know what I’m talking about. Stepping out of your comfort zone—where, by the way, all the goodies are—is…well, just so damn uncomfortable. It’s so much easier to stay where you are, […]

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The Grass Cutting Days – by Patrick A. Lyons

Robert Terson

The pastor called me to come forward. I walked to the pulpit confident and proud. I looked out at my family. Some wore somber expressions. Others had faces still damp with tears. Then I gazed down at the shiny black coffin crowned with yellow flowers. My father, Charlie Lyons, was gone. It was my turn […]

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Customers Come in All Sorts of Designs – by Greg Marchand

Greg Marchand

As with all things human, customers come in all sorts of designs. Many industry consultants and sociologists group customers in four categories. The following is how I choose to group customers. There was no research involved, and all the evidence that things work this way is strictly anecdotal. In short, this is what my experience […]

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It’s Unfortunate, but People are Going to Envy Your Success

Robert Terson

I was having a conversation with my dear friend Gary Hart (if you’re not following Gary, you should be. You can find him at his website http://www.salesdujour.com/ or on Twitter at https://twitter.com/SalesDuJour or at LinkedIn: https://www.linkedin.com/profile/view?id=99107163&authToken=hMSn&authType=name&goback= and we got on the topic of envy. Gary waxed eloquently on the subject, which didn’t surprise me, because he’s […]

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How To Win the Sale Before Winning the Order – by Andy Paul

Andy Paul Headshot

What buyers want from sellers. It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision?  My friend and sales-mastermind-group colleague Andy Paul has written a new book on exactly how to deliver what your […]

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