In one of my sales training presentations, I end with a thought-provoking statement and a bold warning.   It is meant to spark attention...

Throughout my career, it has always been my sincere desire to help aspiring salespeople enter the field and be successful in a sales...

With a sales career that spans over 40 years, there are many highlights, positive and negative that I can happily reflect upon.   Whether...

Being a successful salesperson has had a profound effect on my personal and family life. It is wonderful to be able to say that what I...

Throughout my sales career, I am always reflecting on what sales have taught me, not only as a salesman but as a person. Being...

As I began my career in sales, I quickly realized the importance of building relationships and surrounding myself with a network of...

Successful salespeople live and survive the Sales Cycle. They practice each step diligently, believe in the process, and do not deviate....

Now that we have identified prospects, we feel more confident about making the time and effort to approach them. We believe that these...

One of the first sales training programs in my early years as a rookie salesman involved “The Sales Cycle.” Without a doubt, learning...

It was 9th grade at Niu Valley Intermediate School where I took a course in public speaking. Somehow even at that tender age, I had a...

Companies are successful because they consistently forecast what is ahead. No one can see the future, but we learn in business to use...

As I began my career over 40 years ago, I really was not aware of my strengths or weaknesses. I was only aware of being young,...

Today, I want to digress a little from stories that talk about business, selling, and buying. My career of over 40+ years in tourism and...

It is not possible to identify all the emotions that surround us in our daily lives, there are too many. Perhaps some obvious ones are...

Let’s continue this discussion on emotions. There are many, many emotions that affect us in our daily lives at work and at home. These...

Previously, I wrote about an incident at a travel agency that prompted me to develop a presentation titled “SELLING AND BUYING IS...

Have you ever heard anyone say “…because of you, I have a job.” I suspect very rarely if ever to hear this compliment. Throughout my...

Ocean Park had a fabulous 15 years from 2000 to 2015. It turned red ink into black ink beginning in 2001. 2003 would have continued...

The urgent goal at Ocean Park in year 2000 was to get out of the red and into the black as quick as possible. Above all, to stop the...

After the situation analysis, I sat down at my desk and wrote down three goals on a piece of paper. This would be kept in the lower...