Have you ever picked up the phone to make an important sales pitch, heard the voice at the other end of the line, and completely tensed up and frozen? It happens to the best of professionals and is all a matter of getting your mind right. As Mary explains in her recent column for Sales and Marketing Ideas Magazine, top sales professionals must first overcome a handful of obstacles in order to truly gain a position of strength and increase sales over the phone. Read an excerpt below:



“The biggest obstacle for online sales professionals is not a fear of the phone, but a fear of sales itself. Too often, online sales professionals reject the label. They, along with their managers, colleagues, and even sales trainers say they are just there to “help” or “guide.” They are thought of as a concierge, instead of as a sales professional.”



To learn more about tangible methods to take in increasing your position of strength, click here. Mary offers a number of useful insights and tips, including concrete ways to improve your sales game over the phone.


Here’s to earning what you’re worth!


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MARY ELLIOTT began her sales career in a call center. Her love and grit for sales started while working on the phones. In her first year as an online fundraiser, she broke every record her company of 37 years had, which lead to her promotion as “Lead Trainer.” In the following year, Mary coached her team to not only making their fiscal year goals, but also personally coached one employee to break Mary’s record. She believed that the skills she had learned were only truly valuable if she could coach others to do what she had done.

Mary’s pride as a sales professional comes from the fact that she was born into a family of sales executives. Mary loves being surrounded by sales coaches at FPG, who revere the science and art of selling just as she does. She is also proud to share the “horned-frog” status with the company’s fearless leader (go TCU!).



FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

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