Blog
How Much of That Do You Own?
I have always loved it when stock brokers would call me with a "fantastic stock tip". Over the years as my income grew, I apparently got added to some sort of prospect list for stock brokers and investment counselors. Most were actually quite professional. They were...
Benefit Based Thinking
She could not have cared less! One of my most memorable moments in my early days in outside sales involves a wonderful experience with an exceptionally skillful gatekeeper. Her name was Doris. (Of course that is not her real name. I just like the name Doris today)....
They’re A Volunteer Army!
There they go! And I must hurry, for I am their leader! Being in sales and sales management for thirty-one years has given me the wonderful opportunity to work with many people. I have enjoyed the cast of characters who have been a part of my sales story and I have...
Of Course They Believe You!
You are a salesperson! Of course they believe you! When you look at the history of the selling profession and the salesperson, it is not always a pretty picture. The "inconvenient truth" is that it doesn't matter if you are in sales, politics, religion, or any other...
And The Answer Is…
I really have to watch my behavior sometimes. I like to think of myself as a well-mannered southern gentleman. I say "Please" and "Thank you". I say, "Yes ma'am" and "No sir." My wife's hand almost never touches a door handle if I am standing with her - for that...
Find Your Sweet Spot!
My wife, Laurie and I took golf lessons together for a while. Laurie was a beginner, and got to where she could hit the ball quite well at times. I was not a beginner, but I have never been what anyone would refer to as a great golfer. However, when I hit a golf...
Does Elephant Hunting Have Its Place?
Does "elephant hunting" have its place? When it comes to pictures - yes. When it comes to sales - yes, but in moderation. I have had the wonderful privilege of working with many fine people over the years; coaching them in techniques, skill sets and philosophies of...
Who Are You Talking To?
One of the most colorful characters I have known in my life is my friend Harold. To me, Harold is one of those larger than life kind of people that you just seem to gravitate towards. He is personable. He is fun to be around. He is also one of the most well known...
I Am An Old Goat!
I am truly an old goat! As a matter of fact, my mother-in-law bought my wife a book about goats for Christmas. I asked her, "Did you get her that because she lives with an old goat?" She replied by putting on the sweetest smile, followed by a chuckle - and then...
Climate Change: Real or Imagined?
This one could cause some controversy! For years I have been hearing the debate in the scientific and political communities in regard to whether climate change (global warming) is happening or not; and if it is, are we humans actually causing the problem – if it...