Chapter 10 “The hardest part of sales isn’t selling—it’s helping people overcome their fear of change.” — Sell It Like a Mango, Chapter 10 Your product may slash costs or 10× efficiency, yet prospects still cling to “the way we’ve always done it.” That’s not logic—it's our brain’s bias for safety. Donald C. Kelly’s Chapter […]
Chapter 9 “Treat others the way they want to be treated.” — Sell It Like a Mango, Chapter 9 When you’re pressed for quota, it’s tempting to default to The Golden Rule—pitching the way you like to buy. But buyers aren’t carbon copies of you. Donald C. Kelly’s Platinum Rule flips that script: tailor every […]
Chapter 8 “Entrepreneurs don’t wait for opportunities—they create them.” — Sell It Like a Mango, Donald C. Kelly Picture two reps on a slow quarter. One refreshes the CRM, praying for new leads. The other launches a mini‑webinar series, DM’s five industry influencers for joint promos, and turns a dead month into her best ever. […]
Chapter 7 “Your message is the bridge between your product and your customer’s needs.” — Sell It Like a Mango, Donald C. Kelly A brilliant product can drown in silence if its story never reaches the right ears—or worse, reaches them without resonating. Chapter 7 of Sell It Like a Mango shows that winning sales […]
Chapter 6 “Selling to the wrong people wastes time. Success starts with finding the right prospects.” — Sell It Like a Mango, Donald C. Kelly You can have the slickest pitch and the best‑priced product on the planet, but if you’re talking to people who don’t need what you sell, you’re stuck on a treadmill: […]
Chapter 5 You nailed the demo, sent a killer proposal—and then disappeared for a week. Sound familiar? In Chapter 5 of Sell It Like a Mango, Donald C. Kelly explains why that vanishing act quietly kills more deals than any pricing objection ever could. Success, he insists, goes to the professional who shows up today, […]
Chapter 4 Ask any top seller about their most humbling moments and you’ll hear a chorus of polite—and sometimes not‑so‑polite—“no thanks.” In Chapter 4 of Sell It Like a Mango, Donald C. Kelly reframes those stinging moments as stepping‑stones. Rejection, he insists, is rarely the end of a deal; more often, it’s an invitation to […]
Chapter 3 Your alarm pings at 6 a.m. You brew the coffee, open the CRM, and brace yourself for a fresh round of dials. But there’s a question humming beneath the surface of every task: Why are you doing this? In Chapter 3 of Sell It Like a Mango, Donald C. Kelly argues that purpose […]
Chapter 2 In Chapter 2 of Sell It Like a Mango, Donald C. Kelly turns the classic sales stereotype on its head. Selling, he argues, isn’t a slick game of persuasion—it’s an act of service. When you approach every conversation as a chance to solve problems and create value, quotas follow naturally. Below is a practical deep‑dive into this “service‑first” philosophy and […]
Chapter 1 How a childhood of mango hustles became a masterclass in modern selling— and how you can tap the same island‑forged mindset to land (and keep) your dream customers. A Morning in Kingston, a Lifetime of Insight Picture this: sunrise over Kingston Harbour, reggae drifting from a battered radio, and a cloud of ripe‑fruit […]
Chapter 23 Every salesperson hits a slump at some point: leads dry up, deals stall out, and the dreaded end-of-quarter panic sets in. According to Chapter 23 of Fanatical Prospecting by Jeb Blount, there’s one critical question you must ask yourself to break free from this cycle: “Are you prospecting enough?” Prospecting is the fuel […]
Chapter 22 Sometimes, just a few simple words can completely reshape how we see the world. In Chapter 22 of Fanatical Prospecting, Jeb Blount shares eleven such words that hold the power to change careers, fortunes, and mindsets: “If it is to be, it is up to me.” This statement of personal accountability cuts through […]
