Getting Clobbered At The Close

by | Aug 28, 2015 | Closing

I have heard a lot from salespeople over the last few years, telling me that with the proliferation of the Internet and all the information available for buyers and homeowners to sift through, that they are struggling to differentiate themselves from the competition....

Well Done Is Better Than Well Said-Part 2

by | Aug 21, 2015 | Customer Service

Picking up where I left off after Part 1 in last week’s post, I was met by Allen Miller, who smiled and asked, “How are you doing today.” I calmly told him I wasn’t really sure how I felt,” and then went on to tell him what happened and recited my follow-up trip there...

Well Done Is Better Than Well Said-Part I

by | Aug 17, 2015 | Customer Service

If you are unfamiliar with the quote used as the title for today’s post, it came from Ben Franklin, and if you haven’t connected the dots yet, today we’re addressing customer service. Please don’t mistake this as buzzwords for telling people how awesome you are, it...

You Have Not Because You Ask Not

by | Aug 11, 2015 | Assessing

Albert Einstein once said, “If I had an hour to solve a problem and my life depended on the solution, I would spend the first 55 minutes determining and asking the proper questions. For once I have the proper questions, I can solve the problem in less than five...

It’s Not What You Say

by | Aug 5, 2015 | Sales Basics

When one grows up in Kentucky it seems there is a lot of college basketball genetic material in their DNA. As one of those natives I vividly remember listening to UK basketball games every winter during the late ‘50’s and early 60’s on my transistor radio. Although I...