Remember the Prep Step

by | May 27, 2014 | Sales Basics

As a broke college sophomore in 1968, my answer to cheap transportation was riding a motorcycle to school and work. I worked all night stocking shelves in a grocery store from 10pm-7am and attended college classes every evening beginning at 5pm. I remember one...

Praise Is Not Deli Meat – Part II

by | May 20, 2014 | Sales Management

In my previous post we discussed how hungry employees are (no pun intended) for appreciation and praise. Here in part II I would like to share some ideas to help management remedy that situation. Most managers are not anti-recognition, but are either overly concerned...

Praise is Not Deli Meat – Part I

by | May 14, 2014 | Sales Management

There is an ancient maxim that says, “A bit of perfume always clings to the hand that gives roses.” When you make people feel great, you in turn are also elevated. For instance you might respond to one of your folks with, “My compliments on the way you...

One is the Loneliest Number

by | May 8, 2014 | Sales Management

As you stare at the heading on this post, with your head cocked to one side, hopefully it rings a bell. It’s the title of the first gold record by THREE DOG NIGHT (1969). From 1969-1974, no other band had more top 10 hits, sold more records or issued more concert...