The Power of the Bond in Business...
We have trained almost 10,000 people in the past ten years in relationship marketing through our business, yet even today I was amazed how much a relationship can make an impact in my decisions.  I was getting my car fixed at Midas in Carmel, IN.  I needed a place to get breakfast and do some work. ...
Breakdown and Breakthrough...
I wish I could give credit to the person who told me the simple phrase, “There is no Breakthrough without a Breakdown”.  I started noticing that as a coach in business and with sales people, almost all of the greatest gains come from a breakdown.  As a matter of fact, when I think about it, it...
Sales Esteem...
What are you doing to build your Sales Esteem? The way you value yourself as a sales person? There are three simple things you can do to build your Sales Esteem. Change your Identity: You change your perception of sales people. Sales people get a negative wrap. People think of slick, faster talkers or...
Enroll Your Clients...
I can’t tell you how many times I’ve had a conversation trying to help a business owner grow their business and they say, “we get 80% of our business by referral”, reluctant to think that a marketing / sales guy could help them. Then I ask a series of questions that leaves them jaw dropped. ...
The Three Beliefs Every Sales Team Has t...
Sales people really have to have three beliefs in order to perform at their highest level.  We as owners, sales managers, presidents and CEO’s have to understand that we must build these for our teams.  Bad sales tactics with a strong belief system are more effective than the opposite.  People buy...
SuperBowl could teach us to Get back to ...
Being the founder of an association of small businesses gives you an unique perspective on how money moves through an economy.  Nikki and I have seen first hand how many of our small businesses here are hitting with a little windfall of new business because of the influx of dollars the SuperBowl has...