Planting a Seed for Commitment

Many years ago, I remember watching an old Woody Allen move called “Annie Hall.”  It wasn’t my favorite movie, but there was one particular scene I really connected with.  Woody Allen was on a first date with Diane Keaton, and he was nervous about the first kiss that...

Looking For A Solution? Not So Fast…

One of the most difficult decisions a person can go through is the decision for change.  That decision can be both elusive and precarious.  It’s elusive because it can take years of living with a problem before we decide to do something about it.  It can be expensive...

“For A Few Dollars More…”

I know we’re beginning the holiday season, but I need to get something off my chest.  So, in the best curmudgeon voice I can muster, let me tell you what really bugs me about this season of shopping. You wander into a store, you cast your doubts aside, and you finally...

A Story/Poem For Salespeople

Before a presentation, I typically like to pace around quietly and keep to myself. While I was outside getting into my speaker zone, (yes, we do that,) I ran into an interesting individual. I was alone in the hallway except for a man who was also pacing around a bit,...

The Forgotten Step In Closing

Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I learned how to sell, I was taught there were three answers to that question. “Leave!” “Leave now!” “Leave right now!”...