Our Approach Matters

Recently one of my students told me he learned something.   “James, I’ve finally learned how to sell manufacturers.”   I asked him what had changed.   “I speak to them with a more serious tone.”   This student happens to have an outgoing personality and approaches most people with an open, joking style. “James,

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Call Reluctance Masquerade

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

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