A colleague asked me recently how I felt about the popular advice, “Fail Faster.” Some highly successful entrepreneurs and innovators have recommended that increasing the failure rate will accelerate the arrival of success. Not true. I agree with their underlying intent,…
1. Prepare Yourself To Excel Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call. 2. Notice What Is Working Study yourself,…
My car’s factory radio/CD player got stuck one day and I took it to the dealer to extract the CD. He told me, without even looking at the mechanism, “You’ll have to replace the unit or stop using the CD…
When you feel uncertain or unsure of yourself you are unlikely to compel anyone else to buy or to accept your advice. The “killer app” in sales and leadership is Confidence. We are drawn to confident people and put off…
Have you ever thought about what you could do, if you really decided to? I’m not merely talking about what your skills, education and talents are capable of. I’m talking about what is really possible for you. There is a…
When you drive up to Disneyland the message is clear: “The Happiest Place On Earth.” That not only announces their intention, it also defines their performance standards. If what you are doing as a Disney employee (correction: “Cast Member”) doesn’t…
The minute someone learns that there will be a meeting; the meeting has begun. That is the moment when they start making space in their mind for the potential of attending and participating, or maybe even avoiding the meeting. What…
Jim Cathcart is an award-winning speaker who has been honored with the Golden Gavel award, the Cavett award, and he’s an inductee into the Speaker Hall of Fame. But much of his recent work consists of coaching other speakers and…
As you gear up for 2012, you may be thinking that you or one of your team members could benefit from collaboration with top-level professionals. However, just because someone needs help or would benefit from collaboration with top-level professionals doesn’t…
Take in information, and you’ll grow, right? Nah, it doesn’t really happen that way. As speaker Les Brown recently said, “If information changed lives, then everyone would be rich, skinny, and popular.” Digital media has an endless flow of data…
(Excerpted from Relationship Selling: The 8 Competencies of Top Sales Producers) 1. Prepare Yourself To Excel not just to Sell. Use a checklist to prepare your mind, appearance, customer information, company and product information and the selling environment, so you can…
The National Speakers Association’s first-ever book, Paid to Speak: Best Practices for Building a Successful Speaking Business, is a must-read for professional speakers–whether keynote speaker, motivator, coach, trainer, facilitator, or consultant–as well as those aspiring to a speaking career. The book…
The purpose of what we do is to make life better for people. And we need to remember that the way to do that is be the person you’re capable of being. J.C. Penney, years ago, said, “No one need…
Several years ago actors Dustin Hoffman and Tom Cruise made a movie called Rainman. In it Raymond, (Rain Man) the title character was Autistic Savant. He was literally a genius and an idiot at the same time. Raymond’s greatest intellect…
“Customer loyalty is best earned by staying loyal to your customers over time even when they don’t seem loyal to you. Then they always feel connected with you.” ~ Jim Cathcart Motivation expert, Jim Cathcart, author of Relationship Selling, tells how…
Jim Cathcart shares a few ideas to help you grow your professional services business. 1. Notice More. Grow your awareness (of money, needs, expenses, what’s coming, what’s working, where gaps are…). Know where you stand. 2. Give More Than You Have To.…
Your life is a series of relationships and the more intentional and conscious you are about the formation and development of them, the more likely you will be to reach your goals.Now let’s explore the foundations of this concept together.…
If you sell more to each person, you will increase your income without increasing your work, right? Great idea. But there are two ways to approach this. -Up-sell each customer. Get them to buy more. Increase the transaction: “You want…
Motivate Yourself a Little Bit When it comes to motivating yourself, here are eight words (each start with “T”) that you can use for self-empowerment. Anytime you want to empower and motivate yourself for more achievement, simply ask these…
Gone are the days when a company could hope to succeed by offering a good product and backing it up with respectable customer service. The manager boldly announces, “Okay, folks, our top goal for this quarter is increasing customer loyalty.…
