Just finished reading a pretty cool book this past weekend; “The Micro-Script Rules: It’s not what people hear. It’s what they repeat…” by Bill Schley. The term “Micro-Script” is rather more appealing than “catchy-catch-phrase” but it’s essentially a different breed of the same animal (though it could be argued that by comparison the catch-phrase is […]
You have to be invested in their outcome before your client will ever consider investing their income. Demonstrate true concern for their success. Make sure you have skin in the game — their success should create a path to your success. A vested interest in helping your client win will help you win their trust (and their […]
“Use What You Have To Get What You Want” is an excellent collection of 100 tips from the collected business wisdom of Jack Nadel. As the author of my own collection of 100 tips (100-Whats Of Creativity: Questions To Spark Your Creativity, Unmuck Your Mind, And Break Through Your Mental Blocks) I’d like to think […]
Sales can be a personally rewarding and profitable career… when you’re doing it right. But when you’re doing it wrong it can be frustrating, aggravating, demotivating, and demoralizing — to your customers and prospects and co-workers and employer (and you won’t like it much either). Here is a list of some common things salespeople get […]
I was invited to speak to the Central Ohio chapter of NARI (National Association of the Remodeling Industry), and in preparation I had the opportunity to attend their annual awards ceremony last December. One of the speakers at that event was their national president, Paul Zuch. A quote from Paul’s time at the podium immediately cut-through the […]
I saw a great quote from the Dalai Lama the other day — “Pain is inevitable. Suffering is optional.” It got me thinking about other things that were “inevitable” and our optional responses. Here are a few I came up with…
Eagles are cool. People are always talking about soaring with them (soaring is even a cooler word when used in conjunction with eagles.) The eagle is majestic airborne creature whose is used to represent our country and appears in a lot of government buildings, on most of our currency, and is cast for use in numerous medals, […]