Rollis Fontenot III's Page

The natural response is to get on the defensive to justify our price or become offended that the prospect made such an unreasonable offer. However fight this urge.

Remember, it is the client's fiduciary responsibility to negotiate the best possible terms for their family or their business, etc. We would most likely do, or have done, the same thing if the tables were turned.

Instead, we can do one of 3 things that can work equally well depending on the situation...

1. In a tone and pitch that… Continue

Are You Listening to What You Say? It has been said many times that it's best to "let it all out," "just be honest with yourself," or "acknowledge the facts." But is this true? Allow me to test this theory.

Wherever you're located at this moment, look around you. In order to get where you are right now, did you have to vocally acknowledge anything? Did you have to let anything out before you could start reading this book? On your last driving trip, however short, did you have to verbalize any o… Continue

In the field of sales, there is no shortage of reasons to justify why we are not successful. The simple fact is that each of us is our #1 enemy when it comes to achieving success as a salesperson.

We suffer from a lack of self-confidence, stemming from childhood and past failures. We worry needlessly about the prospect we couldn't sell rather than placing our energies on the prospects who will buy.

We tell ourselves all sorts of untruths about ourselves, our abilities, the economy-you name it.… Continue