Game Plan for Rejecting Rejection

“NO,” in all the different forms it comes in, can easily crush salespeople. Frankly many sellers are outright petrified by the fear of rejection occurring before it even happens. Experts tell us that the three biggest fears are death, abandonment, and failure. But if...

Do You Believe?

Every year about this same time, participants of my coaching practice and subscribers of my weekly newsletter read my pleadings about the importance of self-generating their own sales leads. Here’s the Format + I first write and lecture about determining which...

Gloom, Despair, and Agony on Me

On Saturday evening’s, from 1969 to 1992, my generation watched a feel-good country music variety show called Hee-Haw, direct from mythical “Kornfield Kounty,” near Nashville, TN. Each week at some point in the show, Buck Owens and Roy Clark would do a humorous bit of...

Stop Quitting Too Soon, Too Often!

One of the best examples of endurance I can think of is the most successful international golfer of all time; South African Gary Player. He is the only golfer to win the British Open in three different decades and the oldest player to make the cut at The Masters (1998...

Believe!

Every year about this same time, participants of my coaching practice and subscribers of our newsletter read my pleadings about the importance of self-generating their own sales leads. Here’s the Outline I first write and lecture about determining for yourself what...