Being Thankful in Tough Times
It’s easy to be grateful when things are good: when sales come easily, money is flowing in at a healthy pace and the future looks bright. It’s more difficult to be thankful when sales are down, the bank account is hovering near zero and the immediate outlook is uncertain at best. Yet it’s at times like [...]

Sensitivity Training and Your Sales
My aikido instructor—Edgar Johansson Sensei—made an interesting comment in class the other day. He said we spend the first five years of our aikido training learning sensitivity. Specifically, learning to be sensitive to how we need to train with our partners. For example, the way you train with a 250-pound man is different from the way [...]

Breakfast of Sales Champions
This past weekend, several members of my family and I were in Orange, TX (a small town about 110 miles east of Houston) to attend my brother’s wedding. We stayed at a Holiday Inn Express just off I-10. While the property is a budget hotel designed primarily for business travelers, you would have thought we [...]

The Hardest Person to Sell to
Who’s the hardest, most frustrating, most aggravating person to sell to? The person without a need? Nope. It’s easy for most salespeople to walk away from someone once you realize they have no need for what you sell. And a person without a need may very well be able to refer you to someone who does [...]

More Great Thoughts on Sales, Business and Success
A few months ago, I listed some of my all-time favorite quotations. There are plenty more, however. Here are a few: “There is scarcely anything in the world that some man cannot make a little worse, and sell a little more cheaply. The person who buys on price alone is this man’s lawful prey.” —John Ruskin “Too [...]