Anybody Wanna Buy From "Ol' Shifty Eyes"?

Written by Mary Holzrichter

What makes you trust one person yet not another? I mean "really". Here's how I, a Newbie, see it.

What makes one person's "word" believable? Remember that saying, "A person's only as good as his word"? My Dad always said that when I was growing up, and my husband says it to our two sons.

I grew up on a dairy farm inrepparttar Midwestern United States. Often inrepparttar 127460 evening when my Dad and brothers were done withrepparttar 127461 "after-supper" chores, salesmen would often come. My Dad invariably knew them by their first name. They were selling everything from soybean and corn seed to grain bins to hail insurance and more. You can imagine.

I was little then, and I remember them sitting atrepparttar 127462 kitchen table. It was summertime, so I could stay up later. June bugs were bouncing offrepparttar 127463 outside ofrepparttar 127464 screens, and sometimes there was distant heat lightning inrepparttar 127465 horizon.

I liked listening to them talk on those evenings - sort of reassuring in a sense. I could feel they trusted each other. The words flowed freely - there was no pretension. Just two people sitting acrossrepparttar 127466 table from each other - one a seller, one a buyer.

There would be much interaction, lots of body language: an eyebrow raised, a gentle pounding ofrepparttar 127467 palm of a hand onrepparttar 127468 table to emphasize a point, or maybe rubbing an ear when trying to put a thought into words as a question, lips slightly askew; chuckle thrown in here and there, and even a loud guffaw erupted occasionally. If you didn't know differently, you'd have thought they were "old friends."

When it broke up,repparttar 127469 salesman was happy with a sale, and my Dad was happy knowing he would soon haverepparttar 127470 product he needed for his business. They'd shake hands, and that was that. Everyone was happy.

So, NOW, on torepparttar 127471 internet.....

Call Reluctance - Do You Have It?

Written by Jackie Ulmer

Doesrepparttar thought of picking uprepparttar 127459 telephone to call a potential customer or prospect make your stomach churn?

Do you clearly map out a game plan of when and who you are going to call tomorrow, only to find yourself distracted with busy work and unable to make any calls?

Do your visions of all-expense paid, tropical vacations, big promotions and 5 digit bonus checks evaporate asrepparttar 127460 phone stares viciously at you like a ten ton one-eyed, one arm fire breathing monster?

Callrepparttar 127461 Doctor, you have a bad case of Call Reluctance.

If you are inrepparttar 127462 business of selling, and let's face it, we ALL are to some degree, you need to identify, address and work through this disease if you are ever going to be successful.

Before we talk about ways of working through this, let's talk about what doesn't work -

*Oh, just go out and do it!*

Ever hear those words and want to chokerepparttar 127463 arrogance out ofrepparttar 127464 one who uttered them?

*Get over it! No one is going to bite you.*

Again, visions of acting out a mad fantasy invade your mind.

* It'srepparttar 127465 messenger, no one really cares what you say. *

Well, that sounds great torepparttar 127466 slick master of sales sitting next to you, but when you are dealing with call reluctance, this shallow encouragement will NOT get you off of start and intorepparttar 127467 race.

So, how do you overcome Call Reluctance.

The first step is to recognize and acknowledge it. It is not unique, something to be ashamed of or incurable. Simply admitting that you are dealing with this is half ofrepparttar 127468 battle.

Second, identify what type of Call Reluctance you are experiencing. Below are a few categories -

Reluctance to call someone you view as having a higher socioeconomic standing.

Reluctance to admit that you are * selling * something.

Afraid to * bother * family and friends.

Obsessed with having a perfect presentation.

Fear of usingrepparttar 127469 telephone.

Fear of actually closingrepparttar 127470 sale.

These are just a few ofrepparttar 127471 categories that could be afflicting you.

If it's any consolation at all, you are not alone. Call Reluctance isrepparttar 127472 single biggest killer of most sales related careers.

Knowing this, what can you do to cure yourself once and for all?

To begin with, Call Reluctance can usually be traced to one of these originating factors - personality traits, hereditary factors and environmental influences. Environmental influences are by farrepparttar 127473 biggest cause.

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