Archive for June, 2010

BUT ENOUGH ABOUT ME… »

Simple tip:  Shut up and listen.   The number one way to blow a sale is to literally talk yourself out of it by not knowing when to quit talking.  We love to talk about our products, our services, our business, ourselves.  Sure, the prospect needs to know who we are and what we do.  However, if […]

TEACHING MY CAT TO HUNT »

  “When somebody shoots your dog, teach your cat how to hunt.” – Old Southern Saying   The bad news:  Somebody shot my dog.  The good news:  I’m teaching my cat how to hunt.  Let me explain. The recession caught me between a rock and a hard place.  First, my small consulting business crashed, losing […]

IT’S ALWAYS MANAGEMENT’S FAULT! »

“When troops flee, are insubordinate, distressed, collapse in disorder or are routed, it is the fault of the general.” — Sun Tzu Decades ago, I was doing some training for a big-name Wall Street investment company.  My go-to guy and I were in a meeting when his boss came in and – right in front […]

IS THE ECON PAIN ON THE WANE? »

I am no economist; just a guy knee-deep in the grit, grime and glory of small business.  And when I say the last year or so has been a bear, I suspect I am preaching to the choir.  I discovered that, yes, there is money out there, but no one is giving it away without […]