What Sales Managers Can Learn From A Handbag Manufacturer

The wait for a Hermés, Birkin or Kelly handbag is two years and the cost is upwards of $7,000.00. For the astute there are two lessons or insights in that statement.
Even though demand is great the 2,000 craftsman at the luxury maker of handbags undergo three years of intense training before being allowed to make [...]

The most basic fact of business life is that all human beings have scotomas, blind spots, prejudices, and biases and are not able to see with objective clarity. Yea, I know, you think you are different and do not suffer from the illusion of reality.
You probably think you have it all together and do not [...]

Recently I had a client email me to tell me he was electing not to join my elite Sales Training and Marketing Mastermind group. This is a very poor decision on his part and I told him so.
I have included – for your education – my response to him. For the astute among you there [...]

The business world as you have known it has disappeared and will never return
The business you have known in the past is not the business of the future. Thanks to bungling politicians who put self interest above sound fiscal management, and greedy Wall Street insiders who played Russian Roulette with the financial system, no one [...]

No trust – no sale. The ability to create trust is one of the most crucial skills in a salesperson’s arsenal. The dictionary defines rapport as a relationship of trust or emotional affinity. The salesperson that is unable to establish trust with be severely handicapped and ineffective in a selling career.
Establishing rapport in selling is [...]

The dictionary defines rapport as: a relationship, especially one of mutual trust or emotional affinity.
There are many reasons prospects don’t buy. Among the reasons are no need, need but no want, need and want but not able to buy, need and want but unwilling to buy and no trust of the person doing the selling. [...]

High School drop-outs are at an all-time high. Historically, half of this population has been able to scratch out a living in manufacturing and industrial jobs and maintain a middle class lifestyle buying cars, homes, TVs and other consumer goods and services. However, in the past 20 years industry has gone from 21% to 9% [...]

As many of you know one of my passions is offshore fishing. And since the Red Snapper season closes on August 14th, I took off yesterday for one last – my 7th of the year – Red Snapper fishing trip. My crew included my neighbor, Lou, and his son in law, Chris.
We left the dock [...]

“Our greatness lay not so much in being able to remake the world as in being able to remake ourselves”
~  Mahatma Gandhi
“Psychological suffering, anxiety and collapse lead to new emotional, intellectual and spiritual strengths. Confusion and death can lead to new scientific ideas.”
~ Dr. Ilya Prigogine
“A personality is born of chaos. Resistance to chaos can [...]