“If we all did the things we are capable of doing, we would literally astound ourselves.” Thomas Edison
If you were to ask me what is the most valuable tool all successful salespeople have, it is their integrity. There is nothing more sacred than one’s word. Recently, my wife and I purchased a new alarm system from a well-known company. When the salesperson came to the house, he gave an excellent presentation. The … Continue reading Integrity: Do You Have It?
Are you willing to make the same sacrifices you are asking of your employees? In the Dec 11th issue of USA Today, it stated that Hewlett-Packard CEO Carly Fiorina would return her $625,000 bonus after the company announced last month that it would miss fourth-quarter earnings targets. Her management team also said they would return … Continue reading How Far Will You Go?
Alan Rader just celebrated his 25th Anniversary with Leviton and was sent a letter of congratulations by management (I heard there was a big celebration also). In the letter, Alan was cited for his high level of integrity and professionalism, his ability to understand other people’s point of view, his relentless pursuit of closure of … Continue reading Alan Rader, Leviton Mfg Co., Inc.
During my sales career, I awoke one day and went from managing a Manhattan sales territory to managing the whole east coast. All of a sudden I had airplanes to deal with and a whole host of other things that took up more of my time. Imagine, if I found it difficult doing what I … Continue reading Are your tasks supporting your purpose?
“The people who get on in this world are the people who get up and look for the circumstances they want. And, if they can’t find them, make them.” George Bernard Shaw
Here’s an exercise. If you were ask to seven people who depend on your leadership what they would remember you for, what do you think their answers would be? Would their answers be based on their perception of you as being self-centered or service focused? The fact is there are many people who have made … Continue reading What’s Your Legacy?
When you hear these miserable words, what is your response likely be? For one, you are likely to fear that just by asking this question, the customer is implying if you don’t lower your price, you will lose the business. How do you know this, because you assumed this. The fact is the customer never … Continue reading Is that the best price you can give me?
In this month of Thanksgiving, it is important to realize that all of us would not be successful without the assistance of others. Please take the time to thank those who have helped you. For it is your acknowledgement, thanks and appreciation that fuels their will to continue supporting your efforts. Could you have been … Continue reading To Thee I Give Thanks
“Trouble is only opportunity in work clothes.” Henry J. Kaiser Translation: All of us are being paid to solve problems, identify potential obstacles and find solutions to the challenges facing our customers. So, you might as well roll up your sleeves and get to work. If you don’t, you competition will!