Author Archive
Personal Leadership Makes Trust Possible
The probability that he will go to jail for what he did is almost zero. His lack of personal leadership resulted in thousands of people feeling violated, cheated and betrayed. If his patrons trusted him before, his impersonal approach to leadership shredded that trust in a matter of milliseconds. We won’t give our support to […]
The “Thanks for Your Time” Crime
It happened again, but I’m not surprised. As the insurance salesman was wrapping up our meeting, he shook my hand and said, “Thanks for your time.” I thought to myself, “What a crime.”
He was being polite, and I welcome that. He genuinely appreciated the time I devoted to our interaction. His thank-you was acknowledging […]
What Sales People Need in a Down Economy
It takes something special to sell in a down economy. Unless sales people are properly equipped, it’s easy for them to get discouraged and give up, perhaps before they even get started. When salespeople stop selling, falling revenues eventually cause pain for all employees and can threaten the very existence of the business. That’s why […]
This Country Walks With Crutches
After taking my order, the young man behind the register announced, “That’ll be $6.96.” I handed him seven dollars and a penny. The puzzled look on his face made it clear he had no idea what to do with that penny. After what seemed like a long time, I explained, “I’d like a nickel back.” […]
How to be Politically Inept this Christmas
There, now it’s out there; the “C” word, Christmas. Somehow it’s become politically incorrect to wish others Merry Christmas, Happy Hanukkah, Happy Kwanzaa or anything that suggests a belief system. Well, I’ve decided to forgo political correctness at the risk of being labeled “politically inept” this holiday season.
Be Different in December
I choose to celebrate in […]
The 24-Day Leadership Lesson
Leadership is not logical. It’s deceiving to regard leadership as a straightforward skill with a set of sure-fire steps. Sure, you can find books extolling traits of a good leader and attend seminars that teach leadership principles and best practices. Merely learning and applying these practices will leave you flatfooted when it comes time to […]
The Top Five Traits of a Successful Salesperson
If you’re looking for a successful salesperson to hire — a salesperson who not only CAN sell but WILL sell — look for a salesperson with PRIDE.
PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the revenue results you […]
Customers Want More Than Your Best Price
Everyone likes a good deal. Unfortunately we salespeople may mistakenly accept that a good deal for the customer requires that we quote our best price.
That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When we […]
Marketing Lessons from the Business of Football
People don’t go to football games to watch football. Oh, a few people do, but not enough to come close to filling the stadium. To find out who the pure fans are, you’d have to do away with the video screens, the mascots, the cheerleaders, the halftime shows, any foods more exotic than hot dogs, […]
Gatekeepers Are No Trouble Anymore
Administrative assistants, or “gatekeepers,” have gotten quite good at blocking access to the executives they serve. I don’t know if they go to a school to learn how, but I just learned that they CAN earn an award for doing it well.
The Atlanta Business Chronicle, in recognition of Administrative Professionals Day, awarded the title of […]
