Kelly Riggs Articles by: Kelly Riggs

Failure: Killer or Catapult?

Failure: Killer or Catapult?

There are few things more destructive to the human psyche than failure. In fact, the consideration of failure – the thought that failure might possibly occur – can be just as debilitating as the failure itself, as Brian Tracy observed in the Psychology of Selling:

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3 Strategies for Elevating Your Sales Game

3 Strategies for Elevating Your Sales Game
By August 12, 2014 Sales

Regardless of how good you are there is always value in elevating your game. Obviously, your competitors’ are always looking to move up in the standings, and there is no need for that.   Read more ›

Who Is Selling Whom?

Who Is Selling Whom?
By January 21, 2014 Social Selling

“Our prices are just too high!”

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How many times has a sales manager or business owner heard a salesperson sling that accusation? It is, in fact, so common, you begin to wonder if salespeople ever have anything to sell besides a lower price.

But, as clichéd as “our prices are too high” may sound, there is a much more significant problem behind the frustration that accompanies this all-too-common indictment. The reality is, when someone routinely complains about external circumstances (like pricing), it is crystal clear evidence that in a battle of two salespeople, they aren’t really selling. They are being sold. Read more ›