Articles under ‘Handling rejection’

…..its an activity game. Its about doing the right amount of the right activities in the right way. If you focus on the numbers you just get numbers. If you focus on the right activities then you get results. This was the essence of the advice from Chris Mather – a top sales manager [...]

I was talking to a business owner recently who has been struggling with sales for quite a while. The struggle has been with herself which is bizarre as she has displayed to me on many occasions that she has the potential to be very good at sales. Yet it is clear that she has [...]

Sales is a fantastic vehicle for personal development. It involves confronting your fears, stretching your comfort zone, and expanding your thinking. It takes courage to do things you find uncomfortable. Learning to sell requires courage!
Courage is also known as bravery. It is the ability to face fear, pain, danger, uncertainty or intimidation. It is called [...]

This is a recording of a tele-seminar with Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We w…Read the rest of this [...]

What is procrastination costing you? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what’s behind procrastination and what can we do about it.
In this r…Read the rest of this entry »This resource is only available to members. [...]

One of the hardest things for accidental sales people to cope with in sales is the rejection. It stops them taking the action necessary to achieve success. In fact, this is not just a problem for accidental sales people. In a tele-seminar for the Accidental Salesman, I interviewed Chris Mather, a highly successful regional [...]

The fear of cold calling stands in the way of many sales people. Whether cold calling is the best way of generating leads for service businesses is debateabe but if you do not have much in your sales pipeline then it is a good place to start. One of the best ways to overcome the [...]