“Good nature is worth more than knowledge, more than money, more than honor…” – Henry Ward Beecher “How’s it going,” were the words I casually used as I walked past a fellow vacationer in a hotel hallway. The bearded man responded reluctantly, “It’s going.” That was it! No “Fine, how are you?” …or “Great, how [...]
“Performance stands out like a ton of diamonds. Non performance can always be explained away.” -Harold S. Geneen Tuesday while driving home from family vacation I spotted a diamond behind the counter of a gas station register. While I walked into the 15×15 ft tiny room that held only a cooler and two racks full [...]
“There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle.” -Albert Einstein According to a fella named Merriam Webster, the definition of miracle is “an amazing or wonderful occurrence.” So based on this definition, are you a “Miracle Worker?” [...]
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“Knowing when to keep your mouth shut is invariably more important than opening it at the right time. ” Malcolm Forbes (1919-1990) American publisher Let’s face it, most salespeople, entrepreneurs and managers are control freaks, right? And often our greatest instrument of “domination” is our two lips. (Two overworked chapped “lips” in my case) But [...]
“But wait, there’s more…” Billy Mays This week the sales world lost one of its great Pitchmen, Billy Mays. His ability to create millions of dollars in sales by pitching common household products landed him on his own Discovery Channel show known as Pitchmen. So what can we learn from Billy that will make us [...]
Act Your Wage. -Dave Ramsey While driving down the road yesterday I saw a billboard with the above quote. After thinking about it for a minute I realized how much I disagreed. Because Top Performers don’t act their wage, they act what they WANT their wage to be. So what wage are you looking for? [...]
I would rather entertain and hope that people learned something than educate people and hope they were entertained. -Walt Disney The definition of entertainment is: an activity that is diverting and that holds the attention. So when delivering your product presentation, do something that diverts your prospect’s mind to keep your message interesting. If you [...]
“For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” -Zig Ziglar I recently had a sales call that didn’t go as well as I would have hoped. The feedback I received from one of my associates was that I might have been a bit too [...]
Why won’t they call me back? I thought we had the deal. I can’t believe they are not interested? If you have ever spoken those words, then chances are you neglected to make your prospect curious enough to need more information and “antsy” enough to need your solution NOW. So how do you create curiosity? [...]
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