When you look at what makes some companies thrive while others struggle, the difference can be razor thin. When customers can’t distinguish what makes one company...
I know we’re beginning the holiday season, but I need to get something off my chest. So, in the best curmudgeon voice I can muster, let...
I am a lifetime Washingtonian, and that means I have endured a certain level of pain when it comes to rooting for our local sports franchises....
Before a presentation, I typically like to pace around quietly and keep to myself. While I was outside getting into my speaker zone, (yes, we do...
Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I...
Ah, great customer service! It is the ultimate secret weapon that any business can provide. It’s really not that complicated; if you can provide great customer...
The other day, I spoke with a friend who had good news. In a battered industry, and for this person, a battered profession, he had good news. ...
NEGOTIATION: a formal discussion between people who are trying to reach an agreement Reaching an agreement sounds easy enough, right? Whenever you hear anyone lecture on negotiation...
I’m sure you’ve heard this saying: “If you want to learn something, teach it.” Well, I’d like to add something to that saying: “If you want...
After over 30 years of teaching professional sales training, I’d like to answer the most often asked question. This question can be asked in various ways,...
