Stop! You’re in too Much of a Hurry to Sell Something!

Robert Terson

Recently, I had a conversation with a friend who operates a consulting business here in Chicago. We discussed sales, networking, and other related subjects. He wanted my take on a number of these topics because he’s just as frustrated as I am with salespeople, and sales management, who see the sales process through the selfish […]

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An Epiphany: “Know’ Precedes No” – by Tony Vengrove

Tony Vengrove

Today’s frenetic business pace invites alacrity and quick decision-making. Most of us have jam-packed schedules and to-do lists that rarely are completely checked-off by the end of the day. We dash into a 30-minute meeting knowing that if people start asking too many questions, a debate will erupt and we’ll never make the next meeting […]

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Attention to Detail that Makes You Shine

Robert Terson

I recently received an email thank-you note from a colleague for publicizing a program of his. It was a well-crafted, warm note; it was also, I believe, the identical note that he sent to a number of people. Why do I think that? Because there was nothing in it that personalized it to me: it […]

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Four Burning Candles – Author Unknown

Robert Terson

In a room there were four candles burning. The ambiance was so soft you could hear them talking. The first one said, “I am PEACE, however nobody can keep me lit. I believe I will go out.” Its flame rapidly diminishes and goes out completely. The second one says, “I am FAITH. Most of all […]

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What Do Sales Professionals Care About? – by Jack Malcolm

Jack Malcolm

The first answer to this question is: more than themselves. When you consider all the definitions of professionalism, they all require dedication to more than simple self-interest. In other words, professionalism is not simply a means to have a lucrative career, or to charge more, or to take advantage of people’s trust. In most professions, […]

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