People buy from people they Believe, Like and Trust.  Even in a challenging economy, all things being equal, you would choose to purchase from the person with whom you had the best relationship.  Quite frankly, people buy based on relationships even when others are offering a lower price.  When you develop trust between yourself and [...]

Selling encompasses the art of communication.  The better you communicate, the more successful you will be in your sales career.  Communications is comprised of actions, words, appearance, sounds, moods, attitudes, voice, expressions and listening.  Another major aspect of communications involves personality.  There are thirty-two major personality traits that are simplified into four personality types.  To [...]

He had been brought up on the popular belief that the secret of success was hard work, but he had seen so many people work hard without succeeding and so many people succeed without working hard that he had become convinced that hard work was not the real secret even though in most cases it [...]

I’m in Hawaii this week with thirty-seven of my clients and staff, all of whom have earned a ten day luxury vacation because they reached their sales goals.  My clients generated $2.5 million dollars in new profit margin that represents about $10 million more in sales than they generated the year before.  For every dollar [...]

I was reminiscing the other day about my sales career.  For the first twenty-five years I earned a very lucrative salary, which was complimented with annual performance bonuses, stock options and a generous travel budget.  When I started my own company, all of that changed and my compensation effectively became a commission.  The biggest concern [...]

Life, its all about time. Here are some truths about time that you might not have considered lately: There is never enough time. You can’t save time. You can’t stop, freeze, delay, slow it down, speed it up, or alter time in any way. You can’t make time. Time is money. The truth of the [...]