Your customers buy from you because of how they feel emotionally.  They may sound concerned about the price, they’re talking about the cost of your bid. But they will buy because of how you and your employees make them feel. One … Read More

I say because they are afraid. People buy based on emotion, so it follows that they don’t buy because of emotion.  Every week I hear stories of sales people getting to the point of decision and not getting the sale, … Read More

I say it’s your word.  How you demonstrate that fact through the actions of each employee is more important to your customers then what you say. Many companies spend time creating great sounding mission or value statements that are not connected … Read More

Planning your day, Being clear on the goals for each activity, Running meetings with an effective agenda, Time to work on the business each week, Planning for the next year to two years,  These are habits that give you more … Read More