If you and I were sitting at a table together and I asked you to guess how much money I had in my wallet, what would you say? I’ve done this exercise thousands of times. Nearly 90% of salespeople start naming a number trying to guess. That approach is a long shot at best. A guess of any amount … [Read more...] about Relationship Selling- The Importance of the Qualifying Step in the Sales Process
Personal Development
A Leadership Rule- Know Your People
Everyone knows that it takes work to maintain a healthy relationship. Not every conversation or interaction leaves each person feeling like they are special. Sometimes, stuff happens, and things go haywire. Leaders who know their people outperform those that don't. Whether we're talking about a … [Read more...] about A Leadership Rule- Know Your People
Honesty – Integrity – Ethics – Do They Mean Anything Today?
Honesty – Integrity – Ethics These are not just words. They are all behaviors intertwined in human beings. Being original and having one's own thoughts is a quality to admire. Personal innovation is everywhere today, and it's remarkable to me just how one person's vision changes our world. We … [Read more...] about Honesty – Integrity – Ethics – Do They Mean Anything Today?
Dynamic Living: The Principle of Learning
In 1991, I started my last company after a couple of years of thinking about it. A twelve-page business plan was written in the early morning hours that guided the company for 18 of its 25-year existence. My goals for dynamic living were clear, or so I thought. Writing the business plan for this … [Read more...] about Dynamic Living: The Principle of Learning