Posted: September 15, 2017 | Categories: Sales, Self-Improvement

Anyone in Law enforcement will tell you that the most dangerous situation they can encounter is interfering in a domestic squabble. They approach such situations with extreme caution.

In sales, we can run in to the same type of situation. While it may not be life-threatening like a domestic quarrel, how we handle ourselves could easily make the difference between weathering the storm rather than losing an account.  Read More…

Posted: September 1, 2017 | Categories: Presentation skills, Sales, Self-Improvement

How long do first impressions last? I get a variety of answers when I ask that question. I have heard some say that first impressions last forever. Let’s see if we can improve on that:

Experts tell us that when we meet someone for the first time, we form a first impression in 4 seconds. The good news is that this first impression, like quick-drying cement, is not solidified until 30 seconds have passed. That means we have 26 seconds to recover. Once that 30 seconds is up, the impression is locked in, and we now look for things to validate the impression.Read More…

Posted: August 16, 2017 | Categories: Self-Improvement, Team Building

Many years ago I was talking with a client who owned a very successful bond trading business.  He was talking about how fast bond deals were processed.  He said, “In Italy, it can take as long as 30 days.  In France it would take several days.  London can turn a deal within 24 hours, but in the United States the average turnaround time is about an hour.”  I asked him why it is only an hour in the US.  He said, “Because in this country we want what we want fast and we want it now.“  So true.Read More…

Posted: August 3, 2017 | Categories: Self-Improvement

“Vision without action is a daydream.  Action without vision is merely passing the time.” 

– Joel Barker

Extensive studies have shown that less than 5% of people write out and achieve their goals in life.  To turn a dream into reality requires a certain “Vision to reality” flow. Read More…

Posted: June 15, 2017 | Categories: Self-Improvement

Last month I had an appointment scheduled for some dental work.   I made the appointment two weeks out, and I did not plan well.  I realized that I had an earlier event, and it was likely that the time involved for that meeting would be more than I thought.  I would be at risk of being late for the appointment.Read More…