That was the prospecting advice a distinguished keynote speaker gave at a national conference for consultants I recently attended. The millennial woman sitting next to me, with a smartphone in hand, ...

Professional salespeople are the most important players in the marketplace. The justification for my position springs from a classic business maxim: Nothing happens until somebody makes a sale. But ...

Many seasoned agents learn how to get over their fear of calling prospects because they know that calling these folks is one of the most important steps they can take in their client-acquisition ...

After a lifetime on stage and screen, the legendary English actor, Sir Laurence Olivier, once admitted that he had always suffered from stage fright. Imagine that. One of the 20th century’s most ...

A woman sent me an e-mail with a quote passed on to her by her father: You can make excuses or you can make money–but you can”t make both. Excuses. We”ve all heard them. I was going to call that guy ...

Confidence is a magnetic personal quality that causes prospects to desire to hear what we have to say. It’s one of the most effective traits of top producing sales professionals. But how do we get it?

Selling is a numbers game. Success is determined by the number of contacts initiated with prospective buyers on a consistent basis. Let’s assume you and I have the same product knowledge, abilities, ...

Surprisingly, social self-consciousness is most common in veteran financial advisors. If you see a bit of yourself in Larry's story, you should be aware that this is not a case of low self-esteem, low ...

Last month, we talked about the difficulties of training and coaching sales personnel in my article, “Training and Coaching Sales Personnel.” One of the difficulties is figuring out why certain team ...

Call reluctance is a career-killer for real estate agents. That stomach-churning fear of rejection or fumbling a call is normal—but it’s not acceptable if you’re serious about your career. To dominate ...

The justification for my position springs from a classic business maxim: Nothing happens until somebody makes a sale. But professional selling is as hard as it is important – especially at the B2B ...

To continue reading this content, please enable JavaScript in your browser settings and refresh this page. After a lifetime on stage and screen, the legendary English ...