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17
Apr

The Universal Constant – Relationships

I am privileged to have a diverse group of followers who read this blog, from different industries like Real Estate to Steel, Printing to Banking, Automotive to Insurance and many more. 
 
So as we move into quarter two of 2018, each person is focusing on his or her own market. Some industries are providing more opportunity than ever for immediate gain, while others perhaps requiring more patience, such as Commercial Real Estate or Luxury Automotive Sales.
 
The reason I bring this up is because I always want these posts to be realistic and practical. 
 
A salesperson who is grappling with selling office buildings when buyers are not currently active, doesn’t want to hear a bunch of rah-rah stuff about maintaining enthusiasm. 
 
What I can say, however, and what I will continue to write about with passion and conviction, are the universal things great salespeople consistently do, at all times, in every industry, to outperform their competitors.  Read more »

10
Apr

Good Vibrations

I was watching a documentary on the Beach Boys the other night and the interviewer asked Carl Wilson why he thought they were so popular.  Carl answered . . . “because we are really good.”
 
The interviewer, who expected a longer answer, went silent for a moment, then he replied . . . “perfect.”
 
I was struck by the profound power of this simplicity and authenticity as I think about sales. Read more »

3
Apr

March Madness – What is YOUR Cinderella Story?

Most of you probably picked up on the terrific Loyola University Chicago Cinderella story in this year’s NCAA tournament. Ratings for their games went through the roof as they moved ever deeper into the tournament. And the whole experience is going to have a profound, positive impact on the university in terms of both athletic and academic recruiting going forward.
 
How did Loyola generate so much more interest in its team (product) than any of its competitors in this context?  Read more »