A Tale of Two Storms
Why is it that when two companies are faced with the same dilemma, one of them comes through with flying colors while the other just drops the ball completely? To me, it has everything to do with the...
View ArticleDoing Business By Accident Is Over
The age of doing business by accident is over. Clients and customers have so many choices today that you can’t expect to just show up, throw your briefcase on the table, and grab an order. Now, is this...
View ArticleYour Clients Are Not Experts On What You Do
I guarantee there is not a single client, customer, or prospect who wants to be an expert on what it is that you do. That’s what we have you for: to be our expert, adviser, and resource. Your clients...
View ArticleSuccessful Salespeople Create And Deliver Value
This is a free excerpt from Chapter 12 of The Best Damn Sales Book Ever. As a professional speaker, I have a huge edge on many of my clients: I don’t speak in only one industry. I speak in a wide...
View ArticleAmazing Customer Service In Academia!
Delivering extraordinary customer service is not hard. It doesn’t take any amazing skill or talent. It’s very similar to playing great defense in basketball. Both take a high level of commitment,...
View ArticleKnow Your Client’s Business Backwards & Forwards
In the last two weeks, I’ve criss-crossed the country twice between Chapel Hill, NC (where I live) and Lake Tahoe, California to keynote two meetings for State Farm Insurance as part of a series of...
View ArticleA Customer Service Story: The Ritz-Carlton Way
One of the most visited articles on my blog (so I’m told) is a piece I wrote a few years back titled, "Customer Service: The Ritz-Carlton Way." It discusses the six steps that make Ritz-Carlton...
View ArticleSixty Second Sales Tip #4
In this clip, from the sales training video Make My Life Easier, Warren emphasizes the pitfalls of the price trap, and how selling value is what makes you great. Don’t miss it! Video Missing.…
View ArticleSixty Second Sales Tip #3
In this clip, from the motivational video Make My Life Easier, Warren Greshes challenges his audience to recognize why they go out there and sell every single day. Video Missing.…
View ArticleWinning Referrals
I just received the following email from Ira, who is a property and casualty insurance agent. He has a very interesting question about referrals and since this is such a big topic among salespeople and...
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