The following is a list of 25 things you should consider for creating a “change loving” culture in your organization. Use this list to stimulate ideas and strategies for your business. Which ones appeal to you? Which ones can you take action on immediately? 1. Create broad-based acceptance of change ... Read More

I was meeting with Joe, a new client and small business owner, this week to discuss what he needs to do before he hires a new salesperson. I asked him what type of sales training he was planning on providing. Joe’s answer made me snicker. He said, “Well, I hope ... Read More

If you have ever witnessed a small child defiantly exclaim, “You’re not the boss of me!” you understand a basic human principle. People don’t like to be bossed. Bossing conjures up visions of a dictatorial “do it my way or the highway” approach. As a manager or owner of an ... Read More

Starbucks does it. Harley Davidson does it. Southwest Airlines does it. Do you? Of course, I’m talking about creating evangelists. I was at a Chamber of Commerce meeting a couple of weeks ago and Mike, an owner of an IT company was sitting to my left. He leaned over prior ... Read More

What would happen if you suddenly disappeared? One day you’re doing your thing and the next day – POOF – you’re gone. Would your clients miss you beyond the initial inconvenience of replacing you with someone else? Or are you so indispensable that you’d leave a gaping hole that would ... Read More

I was at a networking event this month and a small business owner was telling me about a sales trainer he had seen recently and all the “tricks” the trainer revealed about how to get through to a prospect and close the sale.  I asked if he thought these “techniques” ... Read More

As a prime source for repeat business and referrals, your relationships with customers have to be given top priority. After the sale is made is when you can really strengthen the connectivity with your client. This is the time where you can develop unshakable customer loyalty. Loyalty is having a client ... Read More

Anyone braving the shopping malls during the holiday season knows that finding the perfect gift for family or friends is not easy.  Business gift-giving can be even more challenging.  Choosing the right business gift requires more time and thoughtfulness.  How do you go about selecting exactly the right gift for ... Read More

Every family has one. That one person who shoulders all the family burdens, keeps the family secrets and cleans up the family messes. The one who is everyone’s sounding board and shoulder to cry on. The one who remembers all the holidays, birthdays and anniversaries. The one around whom the ... Read More

We all know that selling is all about relationships. People buy from other people that they like and trust. Top salespeople have learned that to strengthen a relationship, they have to go deeper. They have to go beyond the surface level. The stronger and deeper you can make your relationships, ... Read More