It is not surprising that much of my inspiration to write my blog comes from the comics. While the comics are satirical, they all have meaning and remind us of everyday life. This one stood out as a great example of the art of negotiation. It highlights the negotiations we encounter every day for just about everything we do. It shows how we develop negotiation skills from a very young age even though we may not know it at the time. For many, the ability to negotiat

Throughout my professional career and personal life, I have always been interested in sales skills and how people follow the steps of the sales cycle. During any given day, one can see these performances unfold repeatedly by many and the results of their efforts. Selling is happening every minute of the day, as we are selling all the time and sometimes don’t even recognize it. Our golf club has a caddy program to help introduce the game of golf to high school student

While I am sure we all know this by heart and believe every word, a reminder is always useful. Nobody will remember Your job title How ‘busy’ you were How many hours you worked What kind of car you drove People will remember How you made them feel The advice you gave If you kept your word If you were there for them What makes selling so special and so rewarding is that it is a process done with people. We interact with people, face people, act and react with peop

In your daily life, professionally and personally, can you recall how many times a problem arose because of communications that were unclear and misunderstood? Communication is the beginning, middle, and end of everything we do. How we communicate or do not communicate will determine the results. We all have horrible stories about how misunderstood or mistaken communications affected our objectives. While it is not possible to avoid any mistakes in communication, our go

During a recent trip to Hong Kong, I was invited to speak to General Managers and sales executives from two successful hotel groups. It was not sales training, but they asked for an “inspirational” message to “fire up” the sales team. Though the invitation was last-minute, I was delighted and accepted graciously. If I have not mentioned this in any of my previous articles, nothing pleases me more than to be in the presence of salespeople. To also have general managers l

You can call me old-fashioned and depict me as a dinosaur in the digital world, but then, there must be many others who are like me. ...

In the initial situation analysis on Ocean Park, all the feedback from guests was very loud and clear. One welcomed criticism stated...

Like me, I am sure there are many notable quotes that have influenced and guided you throughout your life and career. There are a...

Do you remember many years ago when buffets became popular? It started at various hotels and then the concept progressed to...

For many who have lived in Asia, DIN TAI FUNG is a very familiar Brand. Founded in 1958 in Taiwan, it was a small “mom and pop” store...

Regarding “SELLING,” I have always wanted to have a dialogue on “What motivates someone to choose a career in sales?” This would be...

For over 20 years, I have maintained a checking and savings account in Seattle at a prominent bank, one of the largest in the United States and worldwide. According to them, I was a valued rewards customer with a high-tier “status,” which sounds good! During this time, I never received a maintenance fee for my multiple accounts, but recently, and to my surprise, I noticed one was levied. I took a copy of the statement and visited the bank to enquire about the charge. T

If we don’t take care of the customer, they will become extinct. Remember these Golden Rules! Rule #1 : The Customer is always Right...

At every opportunity, I try to spend time with our grandsons (ages 8 and 10). While they are a handful all the time, they teach me...

The incident at the swim school reminds me of my experience a few years ago at a travel agency that inspired me to develop a presentation...

The Generation Gap! We have all heard this throughout our lives. In my younger days, I did not fully appreciate this term. At best,...

Here is a revelation and a wish to ponder! Wouldn’t it be wonderful if every employee: 1. Believe their actions and performance...

Back in the 70s when I was a young 20-something starting in sales at the Hawaiian Regent Hotel in Honolulu, it was emphasized to me many...

As I mentioned in my earlier articles , I always wanted to play golf but there was never time to learn this game while I was working in...

Understanding the “service” concept was easy and quick in my career. Perhaps it was because I always wanted to serve. Growing up in...