F: (314) 909-9157
13421 Manchester Road, Suite 204 Saint Louis, MO 63131
Easy Adjustments
No one likes to have their cheese moved. Change is usually annoying but it can be much less disruptive if we are able to secure an easy, initial victory! Oftentimes […]
General Communication Skills
All Caught-Up Inside Your Own Head?
Having a bad month, are you? Couldn’t give away a shotgun during a prison riot? Instead of the Midas touch you’ve developed something, perhaps, more akin to that of the […]
Perspective
We talk about it all the time. It is our responsibility to share information with our Guests so that they may make more well-informed decisions regarding how to best protect […]
Making Sense and Protecting the House
Recently, a colleague showed me a menu from a local restaurant. He asked me to take a look at the names chosen for some of the menu items. “Does that […]
How Do You Make Them Feel?
I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you […]
Defending Yourself Versus Recognizing Opportunities for Improvement
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the […]
Reacting Quickly, Building Rapport, and Avoiding the Pitfalls Caused by Guessing Usage Patterns
It is incumbent of us, whenever possible, to get in front of our Guests as quickly as time allows. After all, once a Buyer’s Order has been signed, our Guests […]
Missed Tells, Staplers and Mobile Phones
Do all our Guests immediately understand what we are sharing with them? Unfortunately, of course the answer is “No!” This applies to even the most effective communicators, among us. We […]
Projection and the Self-Fulfilling Prophecy
What sort of sentiments are you telegraphing to your Guests? Is it… a.) I’m having a great month b.) no way, not another cash deal c.) I’ve got to be […]
Educating Versus Selling
Educating may be defined as 1). Giving (someone) training in, or information on, a particular subject or 2). developing the faculties and powers of (a person) by teaching, instruction, or […]