Patience Makes A Tough Sell Easy

When it comes to a tough sell, patience really is a virtue.  Shortly after I returned from Vietnam, I joined an Army Reserve unit to help pay for my doctoral studies.  I was then given command of the unit, which meant that I was responsible for everything regarding that unit, including recruiting. The unit I…

Spoiling Customers Is Good Business

A good example of how spoiling customers is good business involves the Nordstrom department store chain.  I live in Phoenix, Arizona, where until recently, there had been no Nordstrom.  The closest stores were located in San Diego, some 300 miles away or one hour by air.  So how did Nordstrom get people from Phoenix to shop…

Relationships Work Far Better Than Techniques

  For the most part, people prefer to do business with people they like and trust.  That’s why personal relationships are far more effective when it comes to getting people to say ‘yes’ than the mastering of any sales technique. Let me give you an example:  Eighty to ninety percent of the people who go…