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Zig, you will be missed and never forgotten. CNN: Motivational speaker and author Zig Ziglar died Wednesday in Dallas “after a short bout with pneumonia,” his spokesman said. He was 86. “Zig Ziglar passed from this world today after a short bout with pneumonia. Though his time on earth has ended,...

We, who are in the sales profession, face objections.  Yes, I know they are just part of the deal, yet I wanted to touch on them in this blog post.  While we all know they are out there, lurking, we often are not prepared to address them in a way...

Psychologists have studied the impact of certain personalities on job performance. The “Big Five” factors, as psychologists have called them, are openness, conscientiousness, extraversion, agreeableness, and neuroticism. Conscientiousness is exemplified by being disciplined, organized, and achievement-oriented. Neuroticism refers to the degree of emotional stability, impulse control, and anxiety. Extraversion is displayed through...

Finally, another little thing that works if practiced consistently is to “run your traps.” Bill Plaster lived across the street from my parents. Mr. Plaster was an elderly geologist when I first began seeing him downtown after I started practicing law. He had been developing oil and gas prospects and...

Keith Ferrazzi, in his book Never Eat Alone, makes the point that a very effective way to build relationships is to help our friends. Helping them make connections with others that could help them personally or their business, lets them know that we really care. Help can also come in...

Offering comfort is another little thing that makes a difference. Staying tuned in allows you to know when your clients or referral sources are in pain. Offer comfort in words, letters, cards or flowers. If they’ve lost a loved one, comfort them in person if you can. If they’re going...