Sales & Motivation

Overcoming the Salesperson’s Biggest Obstacle: Call Reluctance

By far the biggest reason salespeople fail is because they don’t make enough calls, to talk to enough people, to get enough prospects, in order to make the necessary sales. There are two causes for this, one: not putting in the hours necessary, and two: call reluctance. While the first one is a problem and

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The Two Most Important Character Traits of Successful Salespeople

We know there are many character traits that determine long-term sales success or failure. That said, I find there are two key traits that really separate the cream of the crop from everyone else. Two key traits of top-producers Trait #1: Extreme OwnershipThe most successful salespeople take complete ownership of everything in their life, and

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A Reason Why Many Salespeople Fail and How to Avoid It

In a recent article by friend and colleague John Brubaker (CoachBru.com), he stated that, “According to a U.S. Department of Commerce research study, in the first five years of a business the survival rate for independent small businesses is less than 20% but the survival rate for franchises is 95%.” He continues: “…it isn’t so

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