Powerful Closing
A very successful sales professional I know once told me that nothing happens until a sale is made.  Until a book is sold the book stores cannot afford employees, the printing companies cannot print anything, writers do not need to write, paper mills are quiet, trucking companies sit idle, and ...

Seven Little Things That Make A Big Difference In Business
Every day we are faced with major decisions and large issues.  Some of our decisions involve large sums of money and effect people in a profound way.  We worry, fret, or lose sleep, which can adversely affect our health in dealing with these big decisions and issues. Effective business professionals must ...

The Varsity Rules
I went with my family to Atlanta, Georgia recently.  My parents live there and it was great to spend time together. When we go to Atlanta for a visit, we always stop by “The Varsity” for lunch.  “The Varsity” bills itself as “The worlds largest drive-in restaurant.”  It has been an ...

Build A Better Business By The Numbers - Five Things You Should Do With Old Clients
1.    Stay in touch 2.    Say Thank you 3.    Ask for referrals 4.    Discover if they have new needs 5.    Show them you care about them as people, not just clients Two questions for you: 1.    When was the last time you spoke with all of your clients? 2.    How have your clients’ needs evolved over the ...

There Is More Than One Way To Make That Sale
I was in New York City speaking at the annual AFLAC meeting.  All of the top producers were there, and they were eager to learn and grow.  The meeting was held at the Marriott Marquis, which is located in Time Square.  Having a little extra time on my hands I ...