My family taught me Midwestern values that prioritize humility and hard work. My grandpa kept his head down, mowed the lawn every Saturday until the year before he died, worked hard and supported his family. My mom and dad did…
“I realized years ago that my job is not selling cars. My job is to give customers every possible detail and every reason to make the decision to work with me, my dealership and our products. I can only do…
It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action, but once I did, my sales results (and my life) changed. “It’s not the will to win that matters –…
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable. Rebates of the…
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the effort a particular player made. Whether it…
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in through advertising and general awareness. Prospects,…
Motivation and incentives are powerful tools that can improve performance and add to the bottom line when used effectively. They can be just as powerful in re-enforcing negative attitudes if improperly applied. To create a positive attitude that encourages sales…
You can’t change the way you have lived your life, but you can change the way you live your life. No, I did not deliver a college commencement address, but the idea of what I might say if I had…
What can you do or are doing, even in a small way to improve our world? During the last few months I have been writing about Life Enrichment, which is a descriptor for the general message of my Keynote programs;…
Every day I get calls from salespeople from all over the world who seek my help. They all have a story to tell. Alas, all too often it’s a story of “woe is me”: the divorce that left them shocked,…
Is your ego unhealthy and destructive or healthy and sound? Does it destroy business connections and sales opportunities? Does it build relationships and create high levels of trust? Size Matters—How Big Is Yours? There’s no room for a big ego…
Passion Will Take You Only So Far Self-discipline is a powerful, potent and priceless trait of successful people. It’s a quality people admire and secretly wish they possessed. Your ability to develop self-discipline will contribute more to your success than…