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The Business Resource for Suburban Chicago
Friday, March 06, 2015 9:57 AM
  • How come people don’t call me back? People not calling you back is not a problem, it’s a symptom.
  • I was watching the news last night when I heard the newscaster exclaim, “We live in a country where laws have been established to protect its citizens and it is our responsibility to abide by them.” He then proclaimed, “The vast majority who reside here are law-abiding individuals who accept the rationale behind obeying the laws that govern us.”

  • How do you respond to your customer’s words and barriers? The answer is: Carefully, truthfully, and with authority.

  • Have you ever heard the phrase, “I’m on a mission?” I think people use that phrase far too loosely when speaking about the behavior they are performing or the objective they are trying to achieve. 
  • If you want to gain new self-confidence, look for old information. Old is often new. My morning read consisted of this passage from Napoleon Hill’s immortal book, “Think and Grow Rich.” It was all about self-confidence.

  • I established my business in 1994 believing that all human beings have the motivation to learn and improve themselves. What I have observed over the past 20 years has, indeed, validated this premise with a rather dramatic twist. 
  • I’m giving a 10-minute talk at Toastmasters in New York City. Subject? Humor — what it is, how to create it, and how to use it. I am challenged to help the club members find new ways and new ideas to make their audience laugh and engage.

  • I love the holidays and the joy I experience when I see decorations and hear songs reminding me of so many happy celebrations! It’s, also, a special time of year when salespeople appear to cast a magical spell over the calendar and transform 12 months into 10! 
  • Ever leave a tip? Sure you have. And most of the time, the amount of the tip is based on the perceived service or quality. Sometimes it’s a combination of qualities: food plus server’s performance. 
  • October 24, 2014 marked the 20th anniversary of the formation of my training and development business. I left my last position in the corporate world in May, 1994 and spent the next few months contemplating what to do with the rest of my business life. 
  • Often referred to as pacesetters, companies that have chosen to embrace and engage cloud, analytics, mobile, and social strategies are cleaning the clock of their competitors who have chosen the path of cautious resistance or even abstinence.

  • Selling is a rigorous profession that inherently drains energy from any salesperson at a rapid rate. It takes an incredible amount of focus and discipline to be consistently successful and salespeople must learn to recognize when they are running on fumes. 
  • Everyone tells you to meet with the decision-maker — the CEO. However, it seems no one offers any advice on what to say when you get to that meeting, what to do when you get to that meeting, or what to ask when you get to that meeting. 
  • I recently polled a group of salespeople on the part of their job that caused them the most anxiety. They loved making sales calls, however, having to use the phone to initiate them was a monumental issue to them. Making cold calls was the unanimous choice as the behavior they dreaded the most. This has been a consistent message throughout the 20 years I have been training and coaching salespeople. 
  • Every salesperson is looking for the fastest way, the best way, and the easiest way to “close” a sale. More than human nature, for salespeople, closing the sale is both a desire and a need. And the results are totally measurable. Either you win, or you lose. There is no second place in sales. 
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