Summary: A real pleasure to welcome friend Robert Terson to the show! Bob is the CEO of SellingFearlessly.com and the author of Selling Fearlessly: A Master Salesman's Secrets For The One-Call-Close Salesperson. Bob joined us to talk about his new book... SHOW NOTES + HIGHLIGHTS: 1. "You can't tell someone how to do it. You need to show them how." 2. The sales triangle: mental attitude, work habits, and salesmanship. 3. Are salespeople born? Or made? 4. Are you a salesman with a radar detector? 5. What is a "one-call-close simple-sale salesperson," and what makes them different from others? 6. The importance of self-discipline for a salesman. 7. Are sales managers measuring and tracking the wrong things? 8. The significance of learning from mistakes, and why that matters. 9. What are the critical mistake one-call-close salespeople are making? [my theory: they are reading scripts, instead of talking to the human across the table...] 10. Too many salespeople are afraid of the prospect. Instead, you should approach your prospects with an equality mindset. If a prospect doesn't respect you, he isn't going to BUY from you. Be the prospect's equal... 11. You can learn more about Bob at SellingFearlessly.com, and you can purchase the book here (affiliate link): ### If you enjoyed this show, and want to learn from more sales leaders like Bob Terson, subscribe to our podcast on iTunes here. It would be greatly appreciated if you would leave a customer review - and a positive rating - too! And get Sales Thinker Radio sent direct to your INBOX by clicking here!
