'Want to learn how to have more savvy and be more savvy when you're out there selling? Here is a free resource for you. Below are my four most recent Savvy Selling columns.

Enjoy!

September 27, 2004
How to Lift the Salesperson's Curse
We all know the symptoms of sales anxiety: Clammy palms, dry mouth, stomach tied in knots, galloping insecurity. Here are some tips for coping

Remember the music in Jaws, the boom-boom-boom just before the shark's monstrous head emerged from the water? That was the soundtrack of raw terror. I got to thinking about fear, the most dangerous of emotions, after speaking recently to a large group of insurance salespeople in Canada. Several of their top producers said that they still regard fear as a barrier that was stopping many struggling colleagues from achieving their own success. How you handle fear is a key determinant of your success. To read the rest of this column, click here.

September 10, 2004
Bringing in the Sheaves
If you want to see your sales figures grow -- and who doesn't? -- plant the right seeds, nurture them with patience, and harvest far richer rewards

My college degree is in agri-business, which surprises many people, but believe me, studying farming is great preparation for a life in sales. Now I'm a city gal, so I admit, the connection with my future career wasn't obvious as I slugged away writing term papers, learning formulas, and cramming for exams. However, the longer I sell, the more I appreciate what our farmers can teach us salespeople. To read the rest of this column, click here.

August 27, 2004
Sell It Again, This Time with Feeling
Here's a simple formula that makes connecting with prospects more likely, and minimizes their grounds to raise objections

Remember Morris Alpert's old song Feelings, that staple of karaoke crooners? For most listeners, those lyrics -- "Feelings, nothing more than feelings" -- will come as a reminder that some folks should confine their singing to the shower, but that's not my reaction. What springs to mind when I hear those words is a classic sales technique: Feel. Felt. Found. As a means of connecting, it has probably saved the day -- and the deal -- for thousands of salespeople. Moreover, it's easy to remember because of the alliteration, and because it taps a basic and potent instinct: the human need to heed the crowd. To read the rest of this column, click here.

August 27, 2004
Straight from the Heart
Not so long ago, Savvy Selling's Michelle Nichols wrote movingly of her son's sudden death. Here is a little of what readers had to say

This is a collection of excerpts from your letters in response to my column, "How We Keep Score in Life", about the death of my son. Warning: It's Rated T: Tissues strongly suggested. I can't add to the beauty of my readers' words, so I'll let them speak for themselves. To read excerpts from the wonderful letters, click here

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