Make a Customer – Not a Sale! Katherine Barchetti, a well-known upscale retailer, made this piece of advice a practice. And it’s one of my all-time favorite quotes from the world of sales. Back in my days at Nordstrom, this was something that I took to heart. When people came into the store, I didn’t […]
Are You the Exception or the Rule? If you want to be exceptional in the eyes of your customer, it’s really not difficult. All you have to do is meet their expectations, and when you do, you become the exception. Unfortunately that’s not the rule. You did what you said you were going to do; […]
Activity Does Not Equal Productivity! I have fond memories of going fishing with my dad and grandfather. When we arrived at our favorite fishing hole, my dad would say “This looks like a great place to fish.” If the fish were not biting we would move to another spot. During the course of the day, […]
THINK! I’m sure that you have heard the expression, “Think before you speak or act.” Did you know that each letter represents a self-assessment prior to talking or moving forward with an action? All you have to do is just ask yourself these five questions first: Is it True? Is it Helpful? Is it Inspiring? […]
Just Be Nice! When our youngest was in elementary school, I had the opportunity to have him accompany me to an early evening speaking engagement entitled “Building Relationships will Build Your Business.” On the way home, I looked in the rear view mirror and asked him what he thought about dad’s presentation. He quickly responded […]
Schedule the Next Meeting! At the end of your meeting, it is your responsibility to schedule what happens next. When you don’t, you end up either playing telephone tag or agonizing over when to call back because you’re concerned about being pushy. If you have determined that you can provide your prospect with an immediate […]
