I know you are good. I know you are smart. I know you have accomplished a lot. But I also know you can get better. I know you have a lot more to learn. I know you must get better.
Being receptive to constructive “coaching” is a sign of an intelligent person, regardless of age and/or experience. It is important to understand the difference between “criticism” and “coaching.” They are not the same. Criticism has no apparent benefit. It is a verbal attempt at headlining one’s shortcomings, usually for the enjoyment of the person doing the criticizing.Read the rest of this entry »
I like it here. Now. Today.
Although I haven’t seen it (yet), I am sure heaven is everything it is cracked up to be. In fact, I hope to find out firsthand someday. Just not now or hopefully not in the near future.
What I am suggesting, and I say this with all sincerity and respect, is that perhaps you are now in a place worth being in. It is only human to seek more at the expense of taking what we already have for granted. Maybe, just maybe, your current existence isn’t quite as bad as it sometimes seems. What I do know is what I get to see, experience, and enjoy on a daily basis. And from my viewpoint, after “bopping” around my section of the world for a number of years, this place called America still isn’t too shabby.Read the rest of this entry »
There is not a day gone by that I do not stop to think how lucky I am to have “stumbled” into a career that has allowed me to stay at five-star hotels, get paid to visit over 19 countries, meet many hundreds of nice people, take numerous cruises on both sea and river, and do it all by verbally sharing my experiences along the way.
Of course, there were more than a few downsides along the way. I remember one night in particular, sitting in my hotel room in Kansas City thinking to myself, “It is 7pm on a Tuesday and I am about to take the elevator down to the ballroom to talk to a room full of strangers. I’d rather be home with my wife. What am I doing here?”Read the rest of this entry »
I wasn’t sure if I wanted to broach this topic, because my thoughts are bound to rub more than a few of you the wrong way. After all, we are living in the year 2022 and stress has become a staple for most people who have blown out more than twelve candles.
This is a topic, however, I feel is worth addressing. We all agree that stress does not flatter us, nor is it something we should be particularly proud of. Stress is the result of outside forces building to a point where we slowly start losing control of our mental and bodily functions.Read the rest of this entry »
I have found over the years that the most powerful word in the English language is the word love. Tell somebody that you love them, and you are sure to get their attention. The second most powerful word comes close … the word idea.
If you tell somebody that you have an idea, I can virtually guarantee you that their response will not be, “That’s too bad. Can you pass the ketchup?”Read the rest of this entry »
Your business, as your golf game, lies entirely in your hands. You are in control. You are driving the bus. All you have to do is make up your mind to get up, get out, and do what needs doing.
Does this sound familiar?
“I’ve lost my passion for this industry. I find myself feeling bummed-out and I seem to be spinning my wheels more often than not. I find myself questioning if I am in the right business.”Read the rest of this entry »
This recent story saddened me. It could easily be equated to a number of similar situations in the travel industry. In this case, it involved a wedding planner and a bubbly, well-intentioned bride to be. A wedding is an important event. A vacation is also an important event. I am confident you can make the connection.
Due to the rush to the alter following a year of postponements, thanks to the Covid pandemic, this particular couple finally found a venue that would serve their purpose to a “t.” Unfortunately, the space available was a full year away… not until July of 2023.Read the rest of this entry »
This week’s article has to do once again with the concept of Kaizen, the practice of incremental improvement.
The truth is that you don’t have to be twice as good as your competition in order to become enormously successful. I have previously labeled this mindset The 1.6% Rule, referring to a downhill Olympic skiing event where the difference between first place and seventeenth place is commonly less than 1.6% in overall time.
The following borrowed quote was responsible for my recalling this all-important reminder:Read the rest of this entry »
Welcome to the tenth tip in this series of marketing suggestions.
We covered a lot of ground, and I’m happy to say that we have a lot more to do.
Today I want to call your attention to a word called Kaizen, which simply implies a strategy for achieving incremental improvement. Pronounced Ky-Zen.
On the first day of the first month of every year, it is an American tradition to try to change our behaviors simply by thinking it so. You can say the words, write your lists, and dance on one foot until you actually believe that a change is coming. By February 15, at the very latest, you are the same person you left back at the New Year’s Party. Wishing and hoping doesn’t change people. Lists don’t change people. Wanting to change doesn’t change people.Read the rest of this entry »
There are a couple of numbers I would like you to get comfortable with. More than just “comfortable,” I want you to embed these numbers in your brain and consistently endorse their implications.
Once you internalize the significance of these three numbers, you will launch yourself to the head of the selling profession. The good news is that your competition does not have a clue as to the significance or meaning of these three numbers. This, in and of itself, will differentiate you favorably from the pack.Read the rest of this entry »
This sales strategy may be as old as the hills themselves; but like the hills, they are always there and you can always count on them being there.
The Two-Step may be seasoned, but it will still work and makes complete sense. Here is how it works:
It is easier to answer the phone, answer the door or answer a question than it is being the caller, ringer, or the one asking the questions. Why? Because once you manage to get people to “come to you,” you can make them glad that they took the time to do so.Read the rest of this entry »
The following phrase is used in a number of different areas of our lives, and sales is no exception: STICK TO THE BASICS.
With much of the thanks going to our fast-paced, over-communicated, internet-influenced world, we all have a tendency to try the latest trend or introduce the newest technological advancement to our day-to-day activities.
In sales, this can prove fatal.
I want you to stick to the basics; dance with who “brung-ya”; focus on the little things; do what has always worked; walk before you run. You get the idea.
Why?Read the rest of this entry »
If you believe what I am about to tell you, and make it your business to do something about it, your future success will almost be guaranteed.
Not enough of the right people know you are alive.
The lesson shared in today’s lesson is also what I term “a keeper.” That means that, if you learn nothing else from our time together, I want you to (at the very least) believe the ten words printed above. And if, by chance, a good number of people know you are alive, I want you to memorize the following eleven words.Read the rest of this entry »
Sales is hard enough without voluntarily making it more difficult than it has to be. In today’s message, I am going to share with you four myths usually connected with the selling profession… and what you can do about them.
Myth #1: The belief that selling is simply a number’s game.
This implies that if you do enough “stuff,” call enough people, write enough letters, make enough appointments, send enough postcards, or return enough phone calls you will be rewarded handsomely for your efforts.
I am not disagreeing that if you throw enough marbles into the air, one or two will land in the cup situated ten feet away. There is some interesting data supporting The Law of Numbers.
However, this does not take into consideration Read the rest of this entry »
Sales today, regardless of your industry, is more competitive as ever. The old style of selling simply doesn’t work today. Buyers, customers, and clients are too smart… too street savvy… too educated to fall for any textbook trick from some fast-talking salesperson “with the “gift of gab.”
On the other hand, people still have needs and will continue to buy goods and services at an unprecedented rate. So, what is one to do if the future of their business relies on finding and serving new customers. Should we learn how to “up-sell?” Overcome objections? Close sales with a vengeance? No, to all three. The answer may be as simple as your first kindergarten lesson in getting along with others. Become more likeable.
This lesson was driven home to me earlier in my Read the rest of this entry »
Once upon a time, a college friend of mine spent a few days with me. He was driving his son to his first job in Washington, DC from Massachusetts, and my house was directly in line. In a very few hours, it became apparent how people grow in different directions. My friend took the athletic route after graduating and is a very fine physical education teacher at his local high school in Massachusetts. He has spent the last 30 years of his life in the gymnasium—working with other people’s children. The morning after he arrived at my house, we no sooner poured our first cup of coffee when he asked if he could see the comics section of my morning newspaper. This section is always free, as I immediately grab the business section in order to get my daily “marketing fix.” My wife starts at the beginning and my son disappears with the sports section. Read the rest of this entry »
I am currently experiencing a little mental discomfort. I thought I would share it with you to see if there was a message buried in my uneasiness that could benefit your immediate future.
The question is, at age 73, am I physically capable of swimming, biking, and running a total of 70.3 miles in less than 8.5 hours? (An Ironman Triathlon) Perhaps more to the point, do I really want to find out? It is not as if I have never accomplished this feat before. I have. In fact, I covered the full Ironman Triathlon distance of 140.6 miles back in 1997… and lived to talk about it.
The question remains. Do I want to prove to myself that the “old man” is not ready for the rocking chair just yet? As I am typing this the smell of Aleve X ointment on my sore shoulder Read the rest of this entry »
I spotted the following in a popular e-zine I like to read.
Word count for this issue: 888
Approximate time to read: Just over 3 minutes
Why bother spelling out the length of an article you ask? There is a very good reason for doing this. It is a small courtesy that supports one of my sales lessons which implies that it is smart to let people know what they are in for.
In this case, 888 words tells me how much effort I need to invest if I decide to read this information Read the rest of this entry »
I love to visit early morning coffee shops when I am away from home. I listen to the locals meet and greet their friends during their daily ritual on their way to work.
It truly is better entertainment for me than today’s TV selections.
A recent visit was to The White Castle on Central Avenue in Clark, N.J. This could very well have been the birthplace of the famous New Jersey “Death Ball”—a greasy hamburger about the size of a quarter. (The coffee is a notch above okay.)
I was nestled in the corner hiding behind my open laptop when a policeman walked in and greeted the grill master. He then started chatting with another regular stool patron as they both propped themselves up against the counter.
I tuned in Read the rest of this entry »
It was 7 pm. As luck would have it, the race was just about to begin when I switched on my TV. I thought I’d missed it since I believed the race was at 5 pm.
There in front of me was a long cage filled with horses with numbers 1-21. I noticed stall #20 was empty and thought to myself that #21 was so far off the rail it was simply a futile attempt. At least the owner, trainer, and jockey could one day say that they were in The Kentucky Derby.
The horse was named Rich Strike and was listed at odds of 80-1. There was no way a horse in that position had a snowball’s chance in hell to win anything. Good luck, Rich Strike. Read the rest of this entry »
Have you ever stopped to consider why multi-millionaire entertainers and business people take the time to appear on late-night talk shows for just a few minutes?
Their pay (if any) for doing so is probably less money than they paid for lunch that day.
So why does every celebrity you can think of try to get themselves booked on talk shows? The reason they want their faces blasted across the airwaves is simple.
They realize that regardless of who they are—and what they may have accomplished to date—if they are out of the public’s sight, they are out of the public’s mind. Read the rest of this entry »