Category Archives for How To Improve Sales

Never Look A Gift Mule In The Mouth

The real pros know how to motivate themselves before they start having bad days. They look at work differently, not just not just as a means of making a living, but as a significant part of a quality life. Their particular mix of attitude, responsibility, cooperation and accomplishment make them a valuable commodity in any […]

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Celebrate The Child In You

Kids get excited about life. They see everything with fresh eyes, knowing they will find something new and different every time they look. Adults, on the other hand, look for what they know and expect. Imagine what we’re missing! We’ve forgotten the enthusiasm, the sense of surprise at experiencing new things, the fascination with solving […]

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Strive For Excellence

A friend sent me an amusing story about working for the “Average Company,” which she’d read in Simple Tools and thought it was worth passing on. Now I’m doing you the same favor, because if you are getting bored with striving for excellence or settling for just doing a pretty good job, you may want […]

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Passion: The Prime Mover

I recently came across a terrific description of a salesperson… and it’s from the 1940s. Aside from the sexist language, a sign of those times, I think it’s still right on. During a convention of Chrysler sales managers in Los Angeles–back when Chrysler was an auto superpower–Harry G. Moock, a company vice president, issued this […]

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There’s No Education Like Adversity

Life is not a steady ascent. It doesn’t go straight up… a lot of lumps and a lot of bumps… a lot of throttling up and a lot of throttling down. I have never yet met a single successful person who has not had to overcome a little or a lot of adversity in his […]

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How To Spot A Winner

Vietnam is wars ago on the American landscape. Nobody associates it with winning, yet it offered one of the best and most perceptive stories about winning I’ve ever heard. It seems General William Westmoreland was once reviewing a platoon of paratroopers in Vietnam. As he went down the line, he asked them a question: “How […]

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He Who Burns Bridges Better Be A Damn Good Swimmer

Real-estate operators are legendary for slow-pay practices, but I know one who hangs them all out to dry. This gentleman–we’ll call him “Bob”–was the son of a milkman. He made a fortune in the trucking business and wound up owning major-league sports franchises on both coasts. To give you an idea of how nimble he […]

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You Can’t Solve A Problem Unless You First Admit You Have One

The Same Goes For Business Problems Alcoholics Anonymous has used that principle as a starting point to reclaim thousands and thousands of lives. Thousands more are never reclaimed because it’s so hard to change. Sheer stubbornness has destroyed a lot more bottom lines than new technologies. There were just as many mean spirited jibes at […]

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Trust Your Hunches

My favorite Peanuts character, Charlie Brown, is on the pitcher’s mound psyching himself up: “It’s the last of the ninth. The bases are loaded. there are two outs, and the count is three and two on the batter. If I get him out, we win!” At this point, Charlie is surrounded by his friends and […]

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Rain Can Make Your Parade

Retired Indianapolis Colts coach Tony Dungy is a master of helping those around him visualize victory. He’s been that way ever since his high school playing days, which is one reason I worked so hard to help recruit him for the Minnesota Gophers, where he was a college gridiron star. In fact, I was extremely […]

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