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Can you remember the first statistic you read that changed your perspective?
I’d like to think my kids experienced this the day I told them about a statistic I’m going to call “one out of twenty.” When they were young, I shared with them that about one out of twenty people on the planet call the United States home.
In sales, people talk about businesses falling into two main categories: hunters and farmers. Each approach has its strengths, but we’ve realized that we use a third, less-talked-about category: trappers.
You know the old story—the one where someone, usually with a tortured expression, says, “No matter what I say, don’t let me out of this room.” It’s a clear warning. They know what’s coming. And yet, when the full moon rises, the pleading begins.
Working with hundreds of potential clients over the years, I’ve learned that reaching an agreement requires both timing and confidence. When a conversation is going well, you must recognize it and lead the client to the next steps without over-explaining. Once the client says “yes”, it’s essential to take that answer and move forward rather than offer more reassurance when it isn’t needed. A specific example is references. Sure, we have a bunch of them – but we don’t offer them when the answer is already yes!
As a business owner, I live by my calendar. Meetings are the rhythm of my day, and over time, I’ve tried to improve my punctuality. But I’ve noticed that not everyone shares the same internal clock.
On a recent trip to Spain, I reserved a rental car so my family and I could drive to the small town where we had an Airbnb reservation. Little did I know that what unfolded would leave me with a list of lessons to pass on to you and highlight how customer service affects a company’s reputation….
When our teenage daughter was playing Select Softball, we would sometimes travel to other cities for tournaments. Teams from all over the country would gather at a large sports complex and play softball over a whole weekend.
One of the many things that I’ve learned over the past several months is how much I like to spend time with friends, family and employees.
Way back in the early days of my career, I was a software designer at DIS Corporation in Bellingham, WA. I helped design and build dealership software for farm equipment and automobile dealers.
To help pay for my university education, I waited tables at a Denny’s restaurant. Over the years I’ve realized that I got a pretty good education at the restaurant, too.
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