In a free-market based economy, money is simply an echo of the value that’s been provided. After all, why should anyone willingly give you their money unless they feel they are receiving value equal to or — even more preferably — greater than the money they are exchanging it for? The key, as I posted…
Sometimes, we’re just not going to successfully move a person to our side of an issue. He or she is so deeply rooted in an ideology or philosophy that to change would be a renunciation of their individual, long-standing and deeply entrenched belief system. Politics is a somewhat easy example to cite. Despite the old…
I recently received the following question that, while many in sales will easily relate to, they probably won’t like my answer: Hi Bob, I work as sales account manager for a large organization focusing mainly on B2B (Business-to-Business). My question is, I am closing my year end in another 30 days and I know one…
Back in the early-90’s a woman applied for a job with me. During the interview, she mentioned she’d recently done some temp work for ex-NFL running back Tucker Frederickson, then a local businessman here in Jupiter, Florida. Remembering Tucker from my boyhood and immediately going into gushing fan mode, I asked if he was a…
On a recent interview I stated that one cannot “make” a sale. This because — in a market-based economy — you can’t make anyone do anything they don’t want to do. You certainly can’t make them buy from you. What you can do is create the environment where that person makes the decision (based on…
One of the most tremendous books I’ve ever read came across my desk recently. It’s entitled, BEING TREMENDOUS: The Life, Lessons, and Legacy of Charlie “Tremendous” Jones. Much more than just a book, though, it’s the remembrance of the life of a great man (truly one of my heroes). It was edited and compiled by…
More and more of today’s popular teaching tells us we should ignore our weaknesses and focus only on our strengths. There is certainly much validity in focusing on our strengths. They are basically the value we bring to both our personal and business relationships. Focus on them, indeed. However, ignoring our weaknesses — when followed…
A friend of mine wrote to me about a trait she has. Without mentioning the trait here, I’ll just tell you that it’s a trait counterproductive to her happiness and peace of mind (which she knows). In her note, she concluded with: “I can’t help it.” I responded with the following: Actually, you CAN help…
A recent tweet reminded me of a conversation from about 30 years ago. At dinner with some people I’d recently met, a rather large and macho-looking man ordered a drink. As it arrived, complete with fruit and an umbrella, he said, “I realize this isn’t a drink normally ordered by a man. Then again, I…
My friend, Rabbi Kalman Packouz manages to find spirituality in all sorts of places and situations. Once, while riding a bus, he noticed that not only was the bus driver grumpy, but he seemed to be “spreading misery to everyone who boarded his bus. It was as if he saw each passenger as an intrusion…
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