Posted: October 9, 2015 | Categories: Sales, Self-Improvement

“Successful people form the habit of doing things that failures don’t like to do”                                    – Albert Gray: “The Common Denominator of Success”

What does the word “integrity” mean to you?  Here is the most common answer I hear to this question:

“It means doing what you say you will do, when you say you will do it.”

Of course, it is also assumed that you will do your best quality work.Read More…

Posted: September 25, 2015 | Categories: Leadership, Sales

“Don’t start what you can’t finish”  – The Sorcerer in “The Sorcerer’s Apprentice”

Several months ago I read a news story about a large national  fast food chain and their perceived quality of customer service.  They were in 5th place.  That wasn’t where they wanted to be, and it bothered them.Read More…

Posted: April 7, 2015 | Categories: Sales, Self-Improvement

Last night I was leading a team meeting.  I challenged one of the group to do some role playing to demonstrate the “presentation” part of the sales process.  As I handed him the “script”, he held it in his hand and looked at it intensely.  Silence followed as he continued to focus on the scenario.  We asked him if there was anything he did not understand, and he said, “No, I am just studying this the way I normally would before I begin my presentation.”Read More…

Posted: February 11, 2015 | Categories: Sales

This week I was coaching a client as he was looking ahead to an important sales call.  He wanted to work on his listening skills.  He said that he sensed there were times when he did too much of the talking. I asked Bill what percentage of the time he usually does the talking.  He thought it was about 80%.  I asked him how he prepared for the call.  He said he had an idea of what he wanted to say.  As we talked more about the purpose of the call, it became apparent that the purpose of this call was to understand what the prospect wants and why they want it. Read More…

Posted: January 8, 2015 | Categories: Sales, Self-Improvement, Time management

As we start this new year, it is a good time to identify the most important area we need to improve and get busy working on it.  As the old expression goes, “If nothing changes…nothing changes”

Allow me to suggest an area for improvement that will serve you well.  MORE SPEED.Read More…