I learned this lesson the hard way, and it has taken me as many years to recover from the devastating results as it took me to create the problem.  When I began my professional sales career thirty-five years ago this past June, I had absolutely no comprehension of the relationship between personal values and achievement [...]

I believe that excellent customer service is centered on a salesperson’s understanding of what the customer truly needs and then continues through the process of helping them achieve those needs.  Too often salespeople become so excited with the prospect of making a sale that they focus on what the customer wants instead of what they [...]

We live in a remarkable time in the history of the world.  The technology and standard of living enjoyed by developed countries truly boggles the imagination.  The accessibility of knowledge, information, entertainment and communication through the World Wide Web is beyond imagination.  Because of this information and technology revolution, there is very little that happens [...]

There are lots of buckets; rice bucket, honey bucket, bucket list, ice bucket, backhoe bucket, bucket of crud from the cartoon Beetle Bailey and one that every salesperson should draw from daily, their bucket of opportunity.  A salesperson’s bucket of opportunity is one of the most important buckets in the world.  It contains your future [...]

Every once in a while I’ll sit back and ponder my experiences in the world of business from a sales perspective. During these moments of reflection my mind is flooded with memories of the good times and the bad. Sometimes I catch myself smiling as I ponder experiences that were so incredible I find it [...]

You control your own destiny and don’t let anyone tell you differently.  Don’t believe for one minute that you don’t have the power to achieve and become those things that you want.  To think or act otherwise is just an excuse to justify your situational mediocre performance.  To quote Cherie Carter-Scott, “Ordinary people believe only [...]