Don’t talk yourself into thinking you can “wing-it.” Your success will come as a direct outcome of how much time you put into planning. This mistake can fill a book all by itself. I […]

68% of lost business comes as a result of lack of attention. Counter this statistic by paying attention to current customers, those on your prospect list and all lost customers who you still care about. […]

After all is said and done, more is said than done. The key is follow through. Everyone says they know this…very few people manage to do it. Talk is cheap, so after all is said […]

Relying on memory is a fatal practice. Here is the long and short of it: Write everything down. Take notes. Memories can be short. And nights are for sleeping. Not tossing and turning trying to […]

You can’t allow your attention span to drift away from the task at hand. Becoming distracted is often considered normal. You simply can’t be considered normal in this regard. If your primary responsibility is to […]

Biting the hand that feeds you makes no sense. It never has…and it never will. Treating customers as enemies is dumb. Don’t be dumb. As bizarre as this sounds, a “me against you” selling mentality […]

  You must manage to see your offer from the eyes of your prospects/customers. This is known as empathy. Being empathetic is easier said than done. When you want a distinctive edge, start envisioning the […]

  You must give the communication skill called “listening” more than just lip service. You have to actually hear what the other person is saying and make every effort to understand what is being said. […]

If you want to get to the top of this profession, you have to stop worrying about yourself and start thinking about helping others. Sounds absurdly simple. It isn’t. As I mentioned earlier, your primary […]

The “gift of gab” has no place in business today. There is no need for memorizing and rehearsing “come-backs” and pro-active “sales pitches.” After taking the time to understand one’s particular buying motives, your one […]