A phrase that I heard repeatedly when I was selling cars was “Conrey, you need to slow down to speed up.” In my excitement to close a deal I would often make small mistakes – sometimes several of them – which would cause me untold problems down the road. I ended up spending [...]

It happened to me over the last week or so. For all of us in sales it has happened before, it will happen again – a client isn’t happy. The details are really irrelevant – it doesn’t matter whose fault it is, what went wrong, or what exactly set them down this [...]

Remembering the important details of your clients is an underrated way to endear yourself to them and earn repeat business and loyalty.
Remember their kids names, and ages, and how many there are.
Remember where they work, what they do, how long they’ve been there.
Remember their likes and dislikes about food, politics, music, sports, [...]

No I’m not going to rehash the old line “If you fail to plan you plan to fail” or its derivatives. That would be too easy. We all know that you have to have a plan to guide you in some manner. You don’t have to be an anal retentive [...]

“I want to stand as close to the edge as I can without going over. Out on the edge you see all the kinds of things you can’t see from the center.” – Kurt Vonnegut
The edge is a scary place. Things operate on a very low tolerance before you fail. Sometimes you can [...]