Losing a Sure Thing

We’ve seen it happen before. Something looks like a sure thing—it just can’t lose, no way no how, it’s in the bag, a slam-dunk. And then suddenly it’s gone—it’s lost. The worst nightmare realized in full living truth. What was supposed to be an almost forgone conclusion ends in shocking disbelief. How can that be? […]

Sell Your Company

I think it’s vital for you to know that you’re unique. Once you do, you’ll realize how much of a difference you make in determining whether the prospect buys your product. Let’s face it; we each have a monopoly on our own unique combinations of attributes. No matter what you sell, you make a difference. […]

Honesty Is the Best Policy

All of this probably sounds obvious to you, but I have seen salesmen kill a deal by trying to put down the customer with the truth rather than tell a small, kind lie. When a customer asks the salesman how much he’ll allow for his trade-in, I have heard salesmen say, “That piece of junk!” […]

Match Your Tools to Your Goals

There are many organizing techniques and tools out there to help you reach your goals. The trick is to match the right ones to your particular goals. Why is this so important? It’s not as simple as it sounds. It’s possible to organize the wrong plan by mistake. In fact, you might even “over manage” […]

The Reward You Give Yourself

Whenever I watch Olympic-class sporting events, I especially admire seeing the distance event athletes in action. The marathons they compete in are the ones that really put the inner strengths and endurance of competitors to the test the most. You really see who has what it takes to go the distance. Whether they’re swimmers, runners, […]

The Dos and Don’ts of Truth

We’re all human and tempted from time to time to compromise the truth, even just a little, because it’s either convenient or we can gain from it personally. While I could give you many examples of things you should and shouldn’t do, I think you’re intelligent enough to understand the obvious. Instead, I’d like to […]

Good Service is Valued!

Despite the large numbers of fast food restaurants, self serve department stores, and pump your own gas stations, Americans do appreciate good service. What’s more, they’re willing to pay for it. A prime example of how the American public is willing to spend extra money for better service is Federal Express, which has enjoyed immense […]

Negative Sales People

Most salespeople are negative. It’s true. The majority of salespeople don’t expect to close a sale. They’ve had their brains knocked out so many times that they’re actually surprised when they succeed. It always amazed me how the other salespeople at the dealership where I worked would huddle together in small bull sessions every morning. […]

The Invisible Sign—“Make Me Feel Important!”

Every person is special and each of us wants to feel good about ourselves, but to me it is just as important to make others feel the same way. Whenever I meet someone, I try to imagine them wearing an invisible sign that says: MAKE ME FEEL IMPORTANT! I respond to this sign immediately and […]

Joe Girard says “Don’t Ever Give Up! Don’t Quit!”

Do Not Quit When things go wrong, as they sometimes will, When the road you’re trudging seems all up hill, When the funds are low and the debts are high, And you want to smile, but you have to sigh, When care is pressing you down a bit, Rest if you must, but don’t quit. […]