Walter’s secret of success: Work half a day.

I was flying back from Florida, surveying who were my prospects for conversation (next to me and across the aisle), when I saw a guy behind me who looked like a million. Great suit, great tie, great shoes, and great hair (the only part of him I didn’t like). “What do you sell?” I asked (I didn’t need to know …

 

The “Get-Real” factor. It builds or destroys.

What is “Get Real”? It’s a way to look at your customer service opportunities in a more realistic and actionable way. We’ve all had good service experiences, and we’ve all had bad service experiences. Get Real takes lessons from both and applies them to your daily thought processes and actions. Get Real is about putting yourself in the customer’s shoes. …

 

Negotiating the price you deserve

Finding the Right Salesperson

582#582Negotiating the Price You Deserve REALITY: You want the deal badly. You need the business. You suspect that your price is too high to begin with. So what do you do? You lower your price rather than negotiate. BIG MISTAKE. Most salespeople are afraid to stand by their price structure because of a single mistaken assumption: “If I refuse to …