There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take…
DetailsIn the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive. If you were to go back to the late 1800s, the first formal sales training…
DetailsAll businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation As a sales person you are in…
Details1. Educate Yourself Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for…
DetailsI was recently invited to be a guest lecturer for an entrepreneur class at the University of Cincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION. At a…
DetailsWhat is hidden wealth? Hidden wealth is an unused, dormant or under utilized part of your business that contains great value. All businesses have at least one hidden wealth. Even the best businesses in the world contain hidden wealth. The key is to determine your hidden wealth and begin to mine the potential gold that…
DetailsYou are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system…
DetailsThoreau once said, “Things don’t change, people do.” If things are to happen, you must make them happen. Good people and businesses always make things happen. Let’s look at the essential rules of making things happen. Rule 1 – Always have a CEO attitude – You must start by taking responsibility for all things both good…
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