Business Sucks Because You’re Not Sold

The reason most people fail in selling is simply because they don’t believe in what they’re selling – or who they represent. Remember: No customer is ever sold until the salesperson is sold. This week I was talking on the phone with one of my blog readers (yes, I do that sometimes) and we were talking […]

Is It Time To Fillet The Big Fish In Your Little Pond?

Recently, a friend of mine shared a story with me about how one of the long-time salespeople in his organization was (seemingly) suddenly let go. My friend seemed shocked over the news. This person’s numbers were still among the best in the company. I had an idea what it might be…and asked him several follow-up […]

5 Steps To Eating A Frog

As we progress in our professional lives and as we age (not that I’d know about that), we quickly come to realize that one of the most valuable resources in our lives is time. It’s something we need to make the most of while we still have it. When you get really busy, winging it is no longer effective. Here are some time management tips that help me make sure I’m getting all the important tasks done.

Looking To Pass Blame? Check The Mirror.

I had a business encounter recently that made an impression on me. It had to do with one party in a business relationship being upset by something that was said by the other party in the relationship. When I spoke to the first party to listen to their story, guess who was to blame? I […]

I Don’t Trust You

  Yesterday’s post was about how some social time at a convention helped me build rapport with some potential prospects. But what if you don’t have those kind of opportunities in your business? What if you’re in inside sales and speak to your prospects only over the phone? What if you run an online business […]

It’s Easier To Maneuver When You Rise Above

An extra short post today to remind everyone that things move better when you are above the hustle and bustle. As I flew home last night watching the sun set out the window of the Southwest 737, it struck me how beautiful and calm everything looked up there. In fact even on the majority of […]

The Amazing Power Of Empathy

In sales, business, and life in general – there are many skills, traits, and qualities that you should adopt and practice if you want to be a success. Things like persistence, patience, creativity, honesty, integrity, and a thousand more that we read about in all those business and personal development books. While all of those […]

Maybe You Just Need A Good Butt-Kicking

At various times throughout a person’s life, an occasion arises in which said person is due a big, ugly butt-kicking. Not a literal physical fustigation, mind you – but a comeuppance…a hard lesson…failure…a loss. Making a mistake here or there (and being forced to deal with the consequences) is good for you. Granted, not all […]

They Sacrificed, We Benefitted

It’s Memorial Day Weekend. No long post today. No flowery words. Just a request. Please, for just a moment this long weekend, stop and think of those brave Americans who risked everything so that you and I can live our lives in the amazing fashion that we do. Our country may have seen better days […]

Raging Fans – The Southwest Airlines Way

A Lousy Southwest Flight That Left Me LUVing Them Anyway As I will no doubt say many, many times in the future…I LUV Southwest Airlines. I could go on and on as to why – and I most certainly will in future posts because they are a business model that I believe EVERY business should […]

When To Walk Away from It All

  A lot of us are busy. 12 hour work days and 6 or 7 day work weeks aren’t really that uncommon anymore. That’s why one of my pet peeves is people who bitch excessively about being soooo busy. Don’t get me wrong, I don’t mind someone saying, “Man! Things have been busy at the […]