A List of Things You Can Do To Produce Better Results That Cost You Nothing

alt text image of hands holding a plant in dirt shaped like a heart

Gratitude is completely free. You can say thank you over and over again, and it won’t cost you a thing. But, if said sincerely, it will be priceless to the recipient. Recognition also costs you nothing. Recognizing the effort someone made--win or lose--is easily done. There is … [Read more...]

Episode 34 – How to Make People Love You with Jeb Blount

Jeb Blount is the CEO of Sales Gravy, but he spends most of his time on the road training really large sales organizations. I just picked up Jeb’s new book People Love You: The Real Secret to Delivering Legendary Customer Experiences (I’ll now buy and read all of his books). Jeb … [Read more...]

May I Have Your Attention, Please?

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People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know that your mind is really somewhere else. … [Read more...]

A Bad First Date

alt text image of people speed dating

Imagine you are on a first date. Your suitor has been badgering you for this date for a long time, and you’ve finally relented. Now, the person with whom you on this date sits down to dinner and begins to talk about themselves. Endlessly. I mean, seriously, it never ends. Your … [Read more...]

The Bad Salesman

alt text image of an old school bad salesman

Bad Salesman: We have an A-rating on Angie’s List and the Better Business Bureau. We are members of the National Association of Remodeling Industry. The law requires that we have $1,000,000 in liability insurance; we have $6,000,000 in liability insurance. Are we the kind of … [Read more...]

Win, But Not At Any Price

Win, But Not At Any Price

This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t going to filed under Health here. Instead, it’s going to be filed under ethics. Most of the bad behaviors that salespeople were once guilty of are, … [Read more...]

Follow Your Recipe

Follow Your Recipe

If you don’t follow the recipe, things don’t turn out like they should. This is especially true if the recipe is your business model. Most of us don’t sell the lowest price. We also don’t sell the best product, either. We sell the best total solution, the combination that is … [Read more...]