People Love to Buy but Hate Being Sold

People Love to Buy but Hate Being Sold

by | May 26, 2023 | Sales Motiviation

People love to buy but they hate being sold. “Sales isn’t something you do to someone,” said the late great Zig Ziglar. “It’s something you do for someone.” Most people think of Zig as motivational speaker and inspirational author, and he indeed was both of those...
Effective Voicemail Prospecting

Effective Voicemail Prospecting

by | May 19, 2023 | Sales Motiviation

Few topics in the sales world generate more opinions than telephone prospecting in general and voicemails in particular. Sales reps typically don’t enjoy telephone prospecting, and many get tired of seldom reaching a real, living decision maker. Make no mistake; those...
Sales Pros Stressed Like Entrepreneurs

Sales Pros Stressed Like Entrepreneurs

by | May 13, 2023 | Sales Motiviation

Some sales pros are true entrepreneurs in that they own their companies. But all sales pros have entrepreneurial traits. When your job is to approach strangers, build a relationship and convince them to spend money, you’re entrepreneurial. When you’re a person who...
Don’t Tell Me You “Fly Under the Radar”

Don’t Tell Me You “Fly Under the Radar”

by | Apr 29, 2023 | Sales Motiviation

I’ll never forget a summer afternoon in 2001 when a very individual walked into my office. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He wanted to interview the real estate company I was working...
Turning Gatekeepers into Gate Openers

Turning Gatekeepers into Gate Openers

by | Apr 15, 2023 | Sales Motiviation

Many years ago, I wrote a book that required me to conduct interviews with several professionals who had attained celebrity status. In many cases, I had to work with secretaries and administrative assistants in order to get the interviews. These “gatekeepers” played a...