Monthly Archives: "November 2008"

In the mid-nineties I was reloading spruce boards in Birmingham and selling them into Atlanta on truck.   Life was good.   I was making good margins and having a great time.   One market started at $495.   I bought five cars, shipped them to Birmingham, and sold twenty trucks to Atlanta.   I

Call Reluctance When we think of “Call Reluctance” we picture a salesperson, sweating, fidgeting and hesitating with their finger poised over the numbers on the phone, trembling with fear, unable to make the call. Call Reluctance is real, but it seldom manifests itself in such an obvious way.   As professional salespeople we need to

I often ask my classes, “What business are you in?”  The sales business, the people business, the relationship business and often the actual industry they are in be it real estate, lumber or car sales. Admittedly, this is a trick question.  I tell them, “Those are all subsets of the business we are in.  We