Difficult Times

Difficult Times

Navigating Difficult Times We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem. What do we do?  We need to answer that question in an immediate, urgent basis: What do we do right now? We also need...

Life Lesson — Personal Responsibility

I was young, cocky and a bit full of myself when I had one of the most humbling experiences of my life, and learned a lesson that has stuck with me for decades.  Personal responsibility is easy to say, but quite a bit more difficult to actually embed into your...

The Question is the Key

If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better sales questions. A series of better sales questions provides you leverage and a competitive edge at every stage of the...

Motivating Yourself and Others

Motivation is one of the least understood concepts in the business world. If you want to achieve any degree of success in your career, you can and should motivate yourself.  Here’s a first step that will impact the rest of your life.   Check out this...

Seven ways to build rapport

Building rapport with customers is a fundamental sales skill.  Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Check out this...

Leverage

Whether you are a small businessperson or a professional salesperson, you can utilize a powerful strategy to take your performance to dramatically higher levels — leverage.  Leverage revolves around the idea of multiplying the effects of some effort to gain...