Category Archives for 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 […]

Continue reading

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 […]

Continue reading

You Can’t Go It Alone

Flying solo is a concept that is rightly left to aviation.  For anyone to truly achieve business success, it’s essential to know how to communicate, cooperate, collaborate and celebrate. An idea can come from anyone, anywhere, any time.  But it takes teamwork, collaboration and the minds of many to nurture it from concept to creation. […]

Continue reading

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 […]

Continue reading

Debitable, But Debatable No Longer

Mark Twain was one of the keenest minds ever to put pen to paper.  He was also an utter bust managing his money.  Twain poured a fortune into technological innovations that didn’t work.  His publishing house went broke printing books the public didn’t buy. In the end, a buddy – oil baron Henry Huttleston Rogers […]

Continue reading

Identify The Problem, Then Solve It

Let me repeat a basic principle in the sales and marketing world:  People don’t usually buy products and services.  They buy solutions to problems. And adhering to that principle determines who succeeds at sales. Successful salespeople and marketers learn that fundamental lesson early on.  They tailor their products and services to meet a demand that […]

Continue reading

On Deadline: How To Deliver Results When They’re Due

It’s the Monday morning staff meeting, and the week’s urgent projects are on the agenda.  Plenty of assignments for everyone:  some that involve a few quick phone calls, and others that will require overtime.  How do you make sure everyone meets their deadlines? When you’re up against a hard deadline, it’s important to know which […]

Continue reading

You Can’t Escape Rejection…But

You can’t escape rejection, But you can let it go. That requires reprogramming your mind-set. Here are some exercises that paid big dividends for me: Dissect thoughts under the microscope. When faced with a challenge, what do you tell yourself? “I’m no good…” “This is too hard…” “I’ll never make it…” Don’t let negative self-talk […]

Continue reading

Courtesy At Work: Your Colleagues Will Thank You

  Most of us work with relatively sane people who try to behave during the eight hours or so that they’re in the office.  And we attempt to do the right things and avoid offending our co-workers as well. But some people just don’t get it.  As part of a survey on workplace etiquette, the […]

Continue reading

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 […]

Continue reading
>