Informal Rewards

Believe it or not --- while money is important to employees, it is not the top motivator. What tends to motivate them to perform, and to perform at higher levels, is the thoughtful, personal kind of recognition that signified true appreciation for a job well done. In fact, it's the informal --- that is, spontaneous --- rewards and forms of recognition that can be implemented…

4 min read Archive

Six Keys to More Powerful Sales Meetings : Plan Conclusions that Get Action

To achieve maximum value from your next sales meeting, prepare the ending first. Throughout history, great leaders have inspired others to action by preparing, then delivering carefully constructed conclusions to speeches. Lincoln's, "Government of the people, by the people, for the people . . . ," Patrick Henry's, "Give me liberty or give me death," and John Kennedy's, "Ask not what your country can do…

3 min read Events

7 Common Customer Negotiating Tactics

You can have the best product, with the lowest price and the best terms, and still your customers will ask for a better deal. Why? Because it usually works! Customers know that when they maneuver for a better deal, they usually get it. However, when you are prepared for their ploys, and respond appropriately, you'll close more sales without giving away the store. Here are…

5 min read Sales

9 Ways To Develop Confidence In New Situations

Do you enjoy one-on-one networking, however, the thought of walking into room full of people you don't know horrifies you? You're not alone. Yes, even a social butterfly, President of the Social Committee in High School and avid networker knows how you feel. Here are some of my tricks. And they have all worked!

2 min read Archive

What Do Marketers Sell? Only the Good Stuff!

This week I was suddenly struck by the fact that I sell dozens of products and services that I never see, some I've never used and many that I didn't even know about before that company hired me.

5 min read Sales