Sales Culture and Customer Service: Perfect Together!

Building a sales culture and creating a culture of exceptional customer service are closely linked but they are not the same. In fact, great customer service is a vital subset of a great sales culture—two processes that fuel one another. You cannot truly have one without the other. A sales culture means that everyone’s in

Read more

The Bedrock of Integrity is Respect!

Respect is the foundation on which integrity is built. Respect for ourselves. Respect for our clients and other people. Respect for the interactions we have with them. When we respect ourselves and others we believe everyone has value and deserves to be treated fairly. When we respect an interaction – say, a sales interaction –

Read more

The “Agenda Free” Call

Why do you need a reason to go and see someone?   You don’t.  It’s no secret that relationships are the currency of long term success in any endeavor.  I am not the first and certainly won’t be the last to say those words.  That currency like any monetary currency is subject to fluctuation and

Read more

Are YOU Valuable to Your Clients? Are You Sure?

Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get

Read more

Just Say “NO” to NO!

“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success.  Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something

Read more

Is The “Thank You” Extinct?

Has the art of the “thank you” become extinct?  Has it become a casualty in our insanely over-connected, rushed and reactive world we live in?  I fear so, and I hope that we can save the “thank you” from extinction!  As a keynote speaker I am often asked to do a presentation “pro-bono” and when

Read more

Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and

Read more

2016 is The Year of the Ask!

Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016.  Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,

Read more