In the movie The Blind Side, Sandra Bulllock plays the part of a wealthy woman who takes in a homeless young man (Michael Oher) who goes on to become an NFL Star. In the movie, Michael tries out for the high school football team and struggles a great deal. Michael is a young man in … Continue reading Using Your Blind Side to Grow Your Business
Six years ago I was in a Cheesecake factory with my daughter having dinner. I was so impressed with the service I asked the manager for her card and told her I would send a signed copy of a book I wrote, The Complete Idiots Guide To Great Customer Service. Last year, five years since … Continue reading Minor Details Produce Great Results
Remember the show Columbo that featured a detective (Robert Falk) who was very successful by using his vulnerability? When he had an inkling of who the guilty party was, he would speak to them and then say something like “forgive me, but I am not that smart a man and I really don’t understand how … Continue reading Vulnerability Sells
When I was a top producer for Simplex’s Time Recorder Computer Systems division, I remember one day coming back to the office on a Monday afternoon after closing a huge order. Feeling full of myself, I walked into my manager’s office to gloat and she immediately put me into my place by asking what deal … Continue reading When You Are on Fire- Keep Going!!!
If you are a leader or a sales professional, consider that validation is an extremely powerful tool for getting your point of view accepted. I have learned in working with CEO’s that they value validation of current strategies as much as suggestions of what they could do better. You want to position yourself as a … Continue reading Validation Sells
When I wrote the book The Complete Idiots Guide to Great Customer Service in 1998, we interviewed the Vice President of Hertz Reservations who shared this story with me. Hertz did a survey of their top customers and found out that they were highly dissatisfied with how long it took to return their cars and … Continue reading What Did You Say?
The Life Science Leader writes about how Leaders Don’t Puke. Rather, they lead by vision and find out what’s important to people before they start trying to influence them. Life Science Leader talks about how the best organizations teach all of their employees to lead, from the CEO on down. To read more, click here … Continue reading Why Leaders Don’t Puke
Did you ever think about what it takes to be at bat in a pressure situation and come through with a home run? Think about all the thoughts and fears that are going through your mind. Think about all the techniques you are trying to remember to hit the ball properly. And then think about … Continue reading Hitting the Grand Slam of Your Life
A sales trainer calls me up for help. Her husband was laid off in the recession and finally found a job at ½ his former salary. They sell their house to downsize and cut expenses. The sales trainer is now trying to re-establish her business and finds it tough getting new clients. With emotions running … Continue reading Emotions That Sabotage Your Success
Tom Coughlin is the Greatest Example of Championship Caliber Leadership in the Modern Era. Whether you are a sales rep trying to lead your customer through an acquisition process or any kind of leader trying to get a team over the goal line, do you face these common problems? Interruption of daily routine by … Continue reading Championship Caliber Leadership