Saturday, June 23, 2012

Choosing Opportunities Carefully

Not a day goes by when some opportunity comes our way or crosses our path. It may be something as simple as being asked to go to lunch with someone or play golf. We can accept or not depending on our schedule, other activities we have planned, and how well we like or want to be with the person making the request. Either way, it's not likely to have a long term impact.

On the other hand, we may be presented with an opportunity to take our business in a new direction, to accept a new assignment, to travel for our company or a client, or something else that can mean much more in the long term.

Thus, we must carefully evaluate opportunities that come our way before accepting them, Some will lead us astray while others are valuable to us.

I'm talk about looking and thinking before we jump at a new opportunity - particularly those that may provide a distraction or be more consequential than others.

For more information about my sales training and consulting programs visit my website at

Friday, June 15, 2012

Don't Read A Script

Scripts have no place in the sales process other than for practice and education - certainly they should not be used in an actual sales call or conversation.

Sales calls over the telephone should be engaging and conversational - scripts are stilted and controlling.

Reading a script is beneath the abilities of the salesperson and the dignity of the potential customer. Both sides lose. Anyone still using this archaic practice should drop it.

If you know your message then communicate it in your own words. If you don't, then wait until you practice so more. Speak from knowledge and practice - not from a piece of paper.

For more information about my sales training and consulting programs visit my website at

Friday, June 8, 2012

Pour Yourself Another Cup Of Coffee

Everytime a professional research study is done on the effects of drinking coffee, coffee comes out looking better than when it went in - and it looks better all the time.

As a result of the most recent study, coffee looks like the perfect drink.

A year ago, the University of South Florida (USF) published a study that told us that drinking coffee in our 30s, 40s, and 50s would have a cumulative effect and ward off Alzheimer's disease. Now USF, along with the University of Miami, shows that people age 65 or over benefit from 3 or so cups a day. It is found to prevent Alzheimer symptoms from developing.

Coffee has already been found to demonstrate a range of health benefits in addition to generally prolonging life.

I sure am glad I took up coffee drinking way back when - and glad that I drink it the way it comes out of the pot.

So go ahead and have another cup. The only question is how large the cup should be - 5, 6, 8, 10, 12, 16, 20 ounces, or even larger?


For more information about my sales training, consulting, and teaching programs visit my website at