Remember the classic, The One-Minute Manager, by Drs. Ken Blanchard and Spencer Johnson? Loved that book! One of their most famous pieces of advice for leaders and managers in effectively working with their team members was to, “Catch them in the act of doing something right.” When you catch someone in the act of doing…
In a recent post on her Facebook page, my friend, Alice Flanders (one of the funniest people I know, and who has no idea how funny and profound she so often is) related the following: “I was thinking of attending an event. The host told me I could bring my kids for free. I told…
In a recent post we discussed the difference between “Objections” and “Conditions” in the selling process. Basically, an objection signifies a lack of perceived value compared to the price. It could also be a matter of a lack of want, perceived need, desire, or motivation to make a change. In other words, if he or…
So, on the phone recently and I hear the sound of the words, “The fact of the matter is” coming out of my mouth. I quickly realized three things… 1. It wasn’t necessarily a factual statement. It was just my opinion. 2. Even if what I said was correct, leading with those six words was…
Recently, I received a question regarding handling disappointment in a mentor. I’m really not certain I provided the correct answer. At most, it was an incomplete answer. I’d love to know your thoughts. Success Coach and fellow speaker, Michelle Colon Johnson asked: Bob, being in our industry we are surrounded by greatness. I had a…
Over a period of time I’ve read posts by three highly-respected thought leaders with headlines indicating that “Passion doesn’t matter in business”, “Value is overrated” and “Networking doesn’t work.” Here’s what I noticed when reading their articles. The first one went on to say how passion doesn’t replace the other also-important aspects of business. The…
Last post, we looked at the basics of writing a collection letter to a client who is slow to pay. Today, let’s look at a sample letter. Please read the previous post so you will be able to relate the following words to the principles we discussed. As a quick review, they were: 1. Communicate…
I was asked if there is a way to utilize the positive persuasion methods we discuss in this blog when having to collect money from a late-paying client. The questioner was not referring to those who might simply have forgotten, and for the first time. When that is the case, just call and politely remind…
Assuming the product or service you sell is a relatively high-priced item or takes a well thought-out decision by your prospect (and possibly others such as a committee) before buying, it’s seldom that you’ll make the sale on your first appointment. Sure, there are exceptions, but this is the general rule. As such, you may…
After the recent article on options regarding apologies that are not accepted, I received the following excellent question from Jodi: “Bob, my question is on the other side of the coin. After you forgive the person who genuinely apologized, how do you get your friendship back to the way it was when the person who…
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