I recently asked a seasoned travel professional what he thought the difference was between an average salesman and a special sales professional. His answer was quick and was shared without hesitation. He said, “Professionals ask...

There is something going on here, and I for one, am not particularly crazy about it. Call it “political correctness” or call it “scared to rock the boat,” but the outcome is the same. People...

Don’t you just LOVE that phrase? “To tell you the truth.” This is on the same page as “I’ll be honest with you.” I have a good idea. Let’s be honest with each other for...

The people who came before you “Maybe I’m not listening to your pitch because the 100 people who came before you abused my trust, stole my time and disrespected my attention. Perhaps I’m not buying...

With Apple the goal isn’t making the sale, but rather creating a happy, excited customer who is thrilled with what they can accomplish using the company’s products. What about you? What is your #1 concern,...

I pride myself as being upbeat, self-motivated, make-it-happen type of guy. In fact, my business card labels me as a “Motivational Speaker” so I must be more than squared away more often than not.   But...

I was reminded yesterday during my weekly “Open Mic Phone Call” how this thing called trust really works. Trust is an intense concept. It takes months if not years to establish … and mere milliseconds...