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Salespeople take risks every day. For some salespeople, the risk may just be being themselves. Salespeople put on a mask to become what we think will be the most effective and successful salesperson, but often time we get lost along the way and forget who we truly are. No one wants to be a phony,...

Sometimes I can watch actors in movies or TV shows and think to myself, “Wow, what an easy job with great rewards.” But then I had the opportunity to try my hand at acting and, you know what? It was kind of hard. I don’t just mean memorizing lines and such, but pretending to be...

Have you ever encountered a salesperson that you couldn’t relate to because, well, they just weren’t relatable? It’s a bit hard to describe, but you get the feeling that they were being someone that they truly were not. In other words, there’s no vibe or connection.  In the dynamic world of sales, building strong relationships...

Who do you become once you step into your work? Are you the same person you are at home or with friends? We all try to be true to ourselves, but pressure and expectations can mold our sales persona into a distorted expression of our true identity. Time to put your game face on. Unfortunately,...

How did you feel when you woke up this morning? What were some of your first thoughts? For salespeople, one of the most common morning emotions is stress. And why shouldn’t it be? We have to take more risks, we manage our own and everyone else’s uncertainty, we’re constantly processing rejection and if we find...

You can lose a lot of time as a salesperson trying to find the right person to talk to in a company. There are a lot of barriers, hurdles, and hoops to work through to find a decision maker and sometimes we find out too late that we were pursuing the wrong person all along....

What’s better than getting a quality referral from one of your happy customers or associates? Seriously. It gives you more business opportunities, it solidifies the relationship you have with the person that referred you, and, golly, it just feels really good. If referrals are a home run in every way, then why aren’t we deliberate...

Sooner or later we all have a run of bad luck when it comes to our sales. If you are in that rut right now, my heart is truly with you. It’s just not a fun place to be. There is a lot of anxiety that comes with the uncertainty of sales; especially when your...

You heard a rumor last week from someone in management that the boss’s son may be added to your team. Perhaps he is new to the company or maybe he is transferring from another department, but whatever the case, whenever the bottle stopped spinning it was pointing at you. The next thing you know the...