Robert Terson just published his new book, Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson. The book offers wisdom, insight, and a remarkably fresh look from a master salesman who spent more than 40 years in the field.
His message is applicable to everyone who sells: which basically means all of us looking to commercialize research, deliver our start-up or entrepreneurial vision into the marketplace, and earn major market traction for our already established company.
I had the honor of interviewing Bob last month about his new book. Here’s what he had to say:
Babette: Bob, you have “been there and done that” quite a number of times. Why write a book when you could just go off to some desert island someplace?
Bob: When I retired in January 2010, I knew I wasn’t the kind of man to just sit around, play golf, etc.; I knew I needed to be challenged, remain in the arena, contribute, give back to others. I wanted to write, do some speaking, live my retirement years on my own terms. You can sum it all up with one of my favorite quotes, from an unknown source: “If you don’t have a dream that is so outrageous that you couldn’t possibly succeed unless God Himself puts in a personal appearance, you’re not alive.” I need to be fully alive until my last breath.
Babette: It could be said that your approach to the sales formula comes from a different era of selling. Yet what you bring to the table is timeless. In this era of Sales 2.0, what’s your secret? [Read more...]