My 10 Principles Of Networking

In sales and in life for that matter you are only as good as the people you know, work with and are friends with. You are only as strong as your affiliations. You have to know and be willing to work with everyone if you are going to be successful life. So with that in […]

Great Vendors Ask Questions

Many of my exceptional clients, and they are all exceptional of course, are getting negative feedback from their customers because they ask too many questions. Questions, mind you, that are focused on making a better product for those customers in the end. Questions, that are meant to clarify some of the questionable data that the […]

The Cost Of Keeping A Customer

Experts estimate that we spend hundreds, if not thousands, of dollars acquiring new customers. When you think of all the money we spend on marketing, advertising, trade shows, websites, sales people, and their travel and other expenses you know these experts are right. I’ve read that one single sales visit will cost over five hundred […]

Taming The Extraordinary Sales Person

We spend a great deal of time talking about how to handle poor performing sales people, those who are not making their numbers. Those who just can’t seem to get out there and visit customers, those who just cannot seem to be able to get an appointment or close a sale. There are been hundreds […]

No Trust? No Customers!

Building trust with your customers will make them customers for life. No matter what else you do for your customers, you have to build trust. If you can get your customers to trust you they will stay with you for life…yes, even if you change companies. Over the years and in many columns, we have […]

Leaders Never Lie!

Must have Leadership Qualifications Are you the kind of leader who can inspire his troops to follow him through hell? Or the kind of leader that couldn’t get his people to follow him across the street to a free buffet? I have had both in my life and believe me the former is always better […]