Questions are the sales professional’s most powerful tool in building trust-based relationships in which he or she helps the prospect find a valuable solution. Properly used, questions result in the prospect doing the vast majority of the talking in the sales interview. If the right level of rapport is achieved, and the right questions are […]
The following passage is from Natasha Vargas-Cooper’s book, Mad Men Unbuttoned: A Romp Through 1960s America. Nineteenth-century markets and general stores were overstuffed with merchandise. Products poured out of barrels or were haphazardly piled on top of one another in crates. Consumer goods were shelved rather than displayed. In the mid-century, space became luxury because […]
In his autobiography, Jack: Straight From the Gut, Jack Welch, arguably the greatest CEO of all time, makes an insightful proclamation: Companies can’t give job security. Only satisfied customers can do that. If you own the business, there’s your formula for success. If you happen to be the employee of an organization, the formula works […]
You know I hate to name any one book as my “favorite” on any subject, be it business or entertainment, but if I had to pick ONE that I think everyone alive today should read, one that was so inspiring to me I found myself wishing I could get YOU and everyone you care about […]
The following fable is one that is often shared by Dr. Wayne Dyer in his seminars. As we approach the time of year when we put a special focus on things we’re thankful for, I thought you might enjoy it. A little kitten and an old alley cat were out in the alley. The little […]
Nineteen years ago this month I attended my first AMA Meeting and haven’t missed one since! Yes, you read that correctly, I have not missed a meeting in all that time. To commemorate the occasion, AMAOKC Vice President of Programs, Stew Law, had Dr. Isaac Munoz, Manager of Customer Insights from one of my favorite […]
“You’ve gotta be doing this…” has been the buzz for the last few years. I’ve lost track of how many self-proclaimed social media experts have come along (and more than a few have gone away!), harping on how this is the next big thing, the future, and so on. “You’ve gotta be doing it…” They’d […]
Often entrepreneurs think they are the owners of businesses, when in reality, they are merely self employed. They may be refugees from a situation they didn’t like such as a lousy boss. Or maybe they saw how in their capable hands an idea could be better delivered, so they went off and started a business […]
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