Almost 80 percent of brokers who fail do so because they cannot handle phone rejection and consequently suffer call reluctance. Call reluctance is the inability to effectively manage rejection; it ...

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 ...

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 ...

Sales-call reluctance is something all sales professionals, whether new to the field or highly experienced, can find themselves facing. The good news is that extensive research has been carried out to ...

So, you're sitting outside of a prospect's office in your car (or staring at the phone number), knowing you need to make a sale. What's holding you back? Well, there are lots of excuses - here are ...

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 ...

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 ...

In fact, a book called “The Psychology of Sales Call Reluctance” estimates that this dread can be the reason 40% of experienced salespeople quit and why 80% of new sales reps fail. Even if you don’t ...

Last month in part one of this series, we discussed the importance of identifying call reluctance within your team and the fact that every salesperson has some form of call reluctance that can hurt ...

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, ...

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 ...