fear of failure
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You’re Afraid to Sell Because You Think There is Hope
- November 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It may have been in episode 4 or 5, in season 1. It was definitely in the HBO series Band of Brothers. Thanks Chris, for recommending it. I can’t believe I’m a decade late watching this!
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How Frequently Does Fear Play a Part in Sales?
- November 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Fear of failing doesn’t affect everyone that sells. The elite 6% are certainly immune to it, and most of the next 20% aren’t affected too much by it either. But the remaining 74% – the group that basically sucks – battles the fear of failing on a daily basis.
That fear – and most salespeople aren’t even consciously aware of it – prevents them from
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Does Fear Prevent Salespeople From Executing Your Sales Plan?
- April 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are just a few examples of self-limiting sales management beliefs! Is it possible that you or your sales managers have some of them?
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Sales Prospecting on Steroids
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.