Category Archives: "Article"

What do we feel for the fearful?   We pity them, we feel sorry for them, right?     These are not the feelings we want our customers to feel for us. We respect and revere the fearless.   Don’t we want our customers to respect us? If we are fearful, our customers will feel

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

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,