Go Ahead, Make My Day

I played volleyball last week, same as every week. I’ve played with the same core group of people for 5-6 years. As I walked to the court, one of my teammates asked me how it was going. I don’t remember my exact response, but it was probably something like “great”, “groovy”, or “outstanding” (my current favorite). Her response shocked me …

Force Questions

Most people get into sales because they’ve been told they can talk. So they meet clients and they… talk. That’s why 80+% of salespeople fail. The true key to getting what you want is to listen. By listening, you can figure out what matters to people. Not what they say matters, but what really matters. You can get them talking …

How Can Healthcare Save America?

This blog is usually intended for sales or customer service. But hell, it’s my blog… I can talk about whatever I want! I constantly hear people saying healthcare jobs will replace lost xxx jobs. In Michigan, xxx usually means manufacturing jobs. I’ve heard that as much as 47% of new job growth is in healthcare. What happens 10-20 years from …

What’s Wrong With Winning?

This shouldn’t be good news, but this weekend in World Cup action, the United States and England played to a tie (although we’re supposed to call it a “draw”). The TV reports showed sports bars all over America rejoicing in this… draw? America was built on winning, not playing for a tie. Did our ancestors play to a draw during …

Second-Chance at Customer Service

Customer service is the lifeblood of any business. Done properly, it can create opportunities. Done poorly, it can break an organization.

Stop Selling

Why do companies and salespeople continue to talk at customers rather than with them? I had some great conversations with a group of sales students and was impressed by their insights.

Clunkers for Cash

I gave this presentation at Ignite Lansing 2.0 on September 25, 2009. This was my first experience with the format of Ignite. You are given 5 minutes with a Powerpoint that auto advances every 15 seconds… you have no control over it. If you go too fast or slow, it’s evident to everybody. I love the format because it makes …

Need a Job? Cluck Like a Chicken

This is a presentation I gave at Ignite Lansing on March 5, 2010. The theme of the speech was that you can’t depend the old ways of finding a job anymore… instead you have to work hard and use your network. Don’t know how that relates to clucking like a chicken? Watch & learn…

How Do You Re-Energize?

I had a great year in 2009 and have had success so far this year. But for some reason I’m not motivated right now. Call it winter blues, burnout, or just plain laziness. I am simply having problems being energized throughout the day. Maybe it’s the head cold I’ve been dealing with for the last few weeks, but it made …