Category Archives for How To Improve Sales

And I Thought Selling Envelopes Was Tough

There is only one thing runners really compete against–the little voice that grows louder at every split that says: “Stop.” It is, unfortunately, a familiar sound. We hear it all our lives, at work, at school, in our personal relations. It tells us we cannot succeed. We cannot finish. The boss expects too much. The […]

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Never Be Your Own Hatchet Man

Ike had Nixon; George W. Bush has Rumsfeld; every ball club has the manager of the moment.  You have to get someone who can make the tough, mean, unpopular decisions–and can take the fall when they get too tough, mean, and unpopular.  You are the peerless leader. You couldn’t really know what a meanie old […]

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You Know Who, But Does Who Know You?

Remember, the first strong impressions you make on someone else are the ones likely to end up as notes in their Rolodex.® And they’re also the ones that are likely to stay there forever. Obviously, you want to try for impressions that are both distinctive and positive. But never forget how important it is to […]

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Agreements Prevent Disagreements

Every now and then you’ll find yourself dealing with one of those country cousin types who says he doesn’t want a contract and “your word is good enough.” Maybe yours is, but his usually isn’t. One of those arrangements taught me a lesson I’ll never forget.  I had a handshake deal with a man I […]

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