“No” is the start of a discussion, not the end.
When someone tells you, “No”, do you take that answer as final? Your computer doesn’t accept it. Think of all those times
June 13, 2017
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Toxic employees: Why YOU might be the real problem
No matter how carefully you screen candidates, some of them will turn into bad employees. They show up late, leave early, complain
May 30, 2017
Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
Selling Is A Dialogue, Not A Conversation
The concept of conversational selling may be a friendly approach to the sales process, but it’s not the most effective. Why? A
January 31, 2017
Move Now Before Interest Rates Do (Referred To As The “Interest Rate Close”)
Most consumers and sales professionals alike may not understand the urgency of moving now before the interest rates do. However, use the example
December 6, 2016
The Art Of the Turnaround
My clients consider me a “turnaround specialist,” which is, by definition, a person with special knowledge and ability who is devoted to
September 13, 2016
Work Harder on Yourself Than You Work On Your Job
The U. S. Navy Seals have a motto: The more you sweat in training, the less you bleed in battle. Muhammad Ali
August 30, 2016
Three Skills That Identify Great Sales Managers
I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are
August 23, 2016
The Business Traveler’s Guide To Healthy Living
In an average year, I spend more time traveling for business than being at home. Anyone who is on the road
August 16, 2016
New homebuying has changed. CMAs should, too.
Not so long ago, when you were trying to communicate the market value of a home to a prospective buyer, you prepared
June 28, 2016
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