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By Dan Seidman |
September 1, 2009
Four years ago, I was out on one of my first sales calls. I was dressed up and raring to go, but I was also nervous about implementing all the training I'd had over the past few weeks. I still wasn't sure how I was going to perform, or
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By Dan Seidman |
August 1, 2009
It didn't even matter that I had to spend $5 to wash my dust-covered car after leaving the property of a particular prospect. My partner and I had just finished a tough series of sales calls on a large corporate farm. The owner was taking on
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By Dan Seidman |
July 1, 2009
I was making rural face-to-face contacts for our brokerage firm; I'd just drive miles and miles through a farm area, pull into properties, and introduce myself. Of course, these were all cold calls, so I experienced the complete range of
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By Dan Seidman |
June 1, 2009
I work for a moderate-sized HMO that offers several products across three states. We have well over 150,000 members and nearly 500 employees. We are a prime target for every business-to-business sales company out there. We hear sales pitches for
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By Dan Seidman |
May 1, 2009
I'd spent 40 years in insurance sales. In the old days, we were called "collectors" as often as "sales representatives" because we used to go door to door collecting money. I had the wealthy people of Chicago's
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By Dan Seidman |
April 1, 2009
I was asked to review and present some insurance options for a prospect who was publishing a new, upscale magazine in Chicago. We met in his $1 million, four-bedroom condominium in the historic Gold Coast district. As I'm interviewing him and
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By Dan Seidman |
March 1, 2009
As a rookie, I once was so terrified of a prospect yelling at me, I literally passed out from sheer fear and intimidation. One minute I'm cowering, the next the lights go out. But that was nothing compared to my first days in selling with the
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By Dan Seidman |
February 1, 2009
I consider myself a true sales pro. I dress and act the part because prospects respect professionals. Several years ago, while I was an outside rep for a national company, I found myself between appointments and decided to make a few cold calls. I
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By Dan Seidman |
January 1, 2009
I'm from St. Louis, and while I'm not vain, the Southern-belle skin that covers my body is just too light (well, white) during the summer months. So in order to appear fit and healthy on my sales calls, I would apply tanning lotion. You know the
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By Dan Seidman |
December 1, 2008
As an older sales professional, I'd dealt with all the physical troubles that come with age. I'd had hemorrhoids from sitting in my car too much. My eyes could no longer read the fine print on contracts. And my back -- my back was a pain the butt.
