Schedule A Vacation

March 29, 2008 by Leave a Comment

We were swamped with work, personal to-do-lists and obligations – a rest was needed!


The extended period of time for frenetic pace made us realize that the previously scheduled vacation was absolutely perfect timing.  These days it’s easy to check email at any destination.


Our schedule led us to the D.C. area where we visited museums, art galleries and as of yesterday, Mt. Vernon.  In the evening we enjoyed a concert at Kennedy Center.  Indulging in the creative venues brought a flood of new ideas, relaxation away from day-to-day business tasks, and a readiness to once again take on the world.  


When in need allow your body and your mind to go on vacation.  You will return rejuvenated and eager to renew your sales and business development efforts.  And being in the relaxed mood, you will put your prospects at ease making for a very Smooth Sale!

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Are You In Your Story?

March 24, 2008 by Leave a Comment

Being so focused on your own goals that you are unable to hear those of anyone else – is being in your story.



Occasionally we are all guilty of doing this but it is the wise busienss person who will recognize their guilt, apologize and move on. This past weekend, I was so focused on achieving my personal goal that the pressing schedule of another did not enter into my mind. It wasn’t until 24 hours later that I recognized the need to back down, apologize and reschedule. The other party was much relieved and very appreciative.


The other side of the coin is, as businesspeople, we need to recognize when our clients and prospects are stuck in their story. If they are not comprehending that their request is not something you can easily fill, then it is up to you to tell them. As you gently remind them you must stick to your timetable so that you may do a thorough job, and you act with professionalism, you will demonstrate the value you bring to them.


By building your value, you will build your income and a Smooth Sale!

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Filed Under: Relationships, Sales ·

Are You Selling Value?

March 16, 2008 by Leave a Comment

Are you selling a product, service or value?



Value is developed through a variety of means. Your professionalism, how your look and sound, your knowledge, credibility, trustworthiness, taking an active interest in your prospects, appropriate questioning, and offering sound solutions for today and into the future.


Once you are able to convey you offer value, your clientele will reward you with larger and more frequent sales.


Should you have any question regarding how to develop covnersations and value with your prospects, please let us know and we will gladly coach you through the process.

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Customer Service Not Worth A Hill of Beans

March 5, 2008 by Leave a Comment

Money Magazine featured the following lack of customer service story:

A customer purchased what he thought was a disc storage drive. Upon opening the box at home, he instead found a bag of beans. He returned the box to the chain store and asked for another box containing the drive. The Complaints Rep replied it is the manufacturer’s responsibility.



The customer wrote a letter to the manufacturer describing what took place. The manufacturer wrote back that this was the store’s responsibility. This left the customer in the middle of a circular argument that could not be fixed.


This savvy customer wrote a letter to the CEO of the store and immediately received satisfaction. If the CEO were smart, he/she would review return policies so that their time would not be wasted in the future. Wasted time and bad word-of-mouth – after all this landed in Money Magazine – is far more costly than giving up a new disc storage drive.


Review all of your policies when it comes to customer service. You will find cost cutting measures, improve client relations and enjoy many more Smooth Sales!

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Are You Vendoring Properly?

March 1, 2008 by Leave a Comment

What do you do as a vendor when 50+ people crowd about your table trying to talk with you?

  • Do you talk to one person while scanning the sea of faces?
  • Do you hurriedly speak with as many as possible?
  • Do you try to be a show person speaking loudly and entertain all at once?

I found the personal touch, focusing on one at a time while my partner tries to engage the others works best. The first two trade shows found me guilty of some of the above tactics in question; this weekend, I concentrated solely on each person with whom I was speaking. The results were far better. A high percentage indicated great interest and asked we speak further.

Sales Tip:
Treat prospects with the respect and interest you would want and you will enjoy a Smooth Sale!

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