Author Archives: "James Olsen"

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

We give our price to our customers when they ask for it. We must structure our calls so that the customer does ask for our price. Many sellers enter conversations with customers giving them every detail of their (the seller’s) proposal, including price, leaving the customer with nothing left to ask. The customer then says,