Your First Impression To Customers

Your customer forms an opinion of you from the moment you walk into an account. You should— Greet your customer by name Identify yourself the first few times Be enthusiastic and confident Establish creative contact. Engage in small talk about … Continue reading

What Is A Habit?

A Habit Is… “A pattern of action that is acquired and has become so automatic that it is difficult to break.” Remember the old saying, “Practice makes perfect.” “Practice doesn’t make perfect—perfect practice makes perfect.” (Vince Lombardi, 1913–1970, American Football … Continue reading

In Sales Little Things DO Mean A Lot

In Sales, Little Things Do Mean A Lot. Below are my top ten “little things.” “Yes, No, Please, and Thank You: It doesn’t cost money to say…failing to do so may.” (Bob Lipinski) Dress Professionally: It takes 5 seconds to … Continue reading

How To Sell Big Bottles of Wine

HOW TO MAKE YOUR CUSTOMER HAPPY WITH BIG BOTTLES OF WINE… “Wine makes every meal an occasion, every table more elegant, every day more civilized.” (André L. Simon, French wine writer, 1877–1970, The Commonsense of Wine) Background: Large format bottles … Continue reading

Consultative Selling

Consultative Selling  “Selling the way your customer wants to buy… Not the way you like to sell!” (Richard Grehalva, author of Unleashing the Power of Consultative Selling, 2004) As I travel across the country conducting seminars or workshops on selling, … Continue reading