Have you ever wondered, “What can I say to—or ask a prospect—that’ll help replace or eliminate my competition?” Yep, thought so. While your desire to replace or eliminate your competitors is admirable, unfortunately, it’s highly

A client recently asked me, “Jeff, are there certain business principles that always stand the test of time?” Intriguing question. It prompted me to reach for and dust off—an old workbook from a shelf in

Passion is mandatory! There must be a fire in your belly, a passion in your gut, a sense of excitement in your sinew. You must have a missionary zeal, along with a relentless pursuit to

“What a smooth talker!” “She’s got the gift of gab!” Or “He’s a born salesman!” How many times have you heard remarks like these? Lots? Of course. Yet to the best of my knowledge, salespeople,

From the ancient Greek philosophers to the modern-day social scientists, we constantly search for new and better ways to understand our fellow man. A frustrated client once exclaimed to me, “Jeff, selling isn’t tough—it’s the

My clients are really smart. And fun! Here’s proof. Years ago, I had the pleasure to work with Rochelle Jacobson, President of N. Merfish Supply and her team in Houston, Texas. (Rochelle retired as President

What drives you to new heights of success? Is it altruism or capitalism? Is it what you give or what you get? Is it selflessness or selfishness? Where will your journey take you? Several years

Did you know… A study by U.S. News and World Report once revealed how and why companies lose customers. Customers are lost because: • One percent of them die. • Three percent move away. •

Do you know people who get paid by the hour? Lots of ’em. Me too! How goofy! For time is a reflection of input, NOT output. It merely reflects time devoted or energy expended. And

Several years ago, when I was speaking at a client’s national conference, I had the opportunity to hear another speaker, Lt. Tom Chaby, a Navy Seal.  Chaby described in vivid detail, the demands of battle