Effective listening skills can be applied to all of our interpersonal and business relationships. We will become more effective listeners as we practice at home, in our business dealings, and in our social circles. One of the greatest gifts we can give another is that of truly listening. Listening is incompatible with being in a [...]

The moment you set your eyes on someone, your mind makes evaluations and judgments with lightning speed. The same is true for buyers. They assess the sales person long before he opens his month to address them. Like it or not, your out¬ward appearance influences the buyer as well as your own attitude, confidence, self-image [...]

You have probably all heard the definition of insanity, “doing the same thing over and over again hoping for a different result. Habit is the reason you keep doing the same thing over and over again. Your actions are governed by your own unique set of habits. These patterns of behavior, both good and bad, [...]

What I’m going to show you about time management is so bold, so revolutionary and absolutely mind boggling, that you’ll find it difficult to believe. Time is the most valuable commodity in the universe, and with this knowledge you will have more time to do those things you value most. This knowledge, when applied consistently, [...]

There is a saying that we have all heard, “If you want to get something done, ask a busy person to do it.” It also seems that those who produce the least amount of work are usually the ones who haven’t any time. Research conducted by behavioral scientists regarding the success patterns of top sales [...]

If you are to succeed in sales it is imperative that you do the important things first.The oft-told story of efficiency expert Ivy Lee’s meeting with Charles Schwab, then President of Bethlehem Steel illustrates the importance of this principle. In explaining his services, Lee told Schwab that with his program “you’ll know how to manage [...]