My weekly blog allows me to share insights
of what is coming and examples of what is working...
I hope you enjoy them. 

Love Yourself

And now we come to you. Yes, you…and how you love yourself.

Loving yourself isn’t narcissism or selfishness. It isn’t thinking only about yourself at the expense of others.

When you love yourself, you will treat yourself well and be mindful of your health and wellbeing. You will take care of yourself before you take care of others…so that you are strong and able to do both.

When you love yourself, you will see love as an action and not just a feeling.

When you love yourself, you wi…

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Love Your Teammates

Like customers, teammates come in all types…thoughtful, sincere, critical, happy, kind, crabby, name a few.

What forms a group of individuals into a team is a shared goal and a commitment to achieve that goal…by working individually and together.

YOU are part of your team. When you love your team, you will consider your contribution to your team.

Are you bringing a positive spirit to the workplace?

Are you willing to help and mentor new people?

Are you building your team l…

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Love Your Customers

Some customers are easier to love, aren’t they? Some are more decisive, appreciative, engaging, and communicative…right? How could you NOT love them?

For this conversation, let’s separate LIKE from LOVE.

Liking them has something to do with their behavior…you LIKE the way the talk, their sense of humor or style, their rhythm or the speed with which they do things…you just LIKE them. Maybe they are naturally similar to you, or they are kind and thoughtful… there is something about them that…

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Q2 2021

For sales associates and leaders everywhere


Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from  hitting your target.

The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can control.

If the motivation for the customer/client is to get something quickly, then that is an objective and objection to manage early in the conversation. Either you have product in stock that will approximate what is in their imagination or they are open enough (to other style and price) to recalibrate their vision so that they can use what is available. This conversation is complex and requires connection with the buyer and confidence on the part of the seller…and yet, it’s factual and is happening elsewhere with product shortages and backorders.

For sales leaders, this is the training and coaching that your team needs. Please don’t expect them to just know how to do this. They don’t.

For sales associates, be ready for this without buying into the customer’s despair. Familiarize yourself with what you do have available or incoming and be prepared to expand their thinking with sketching the space to discuss it from a holistic perspective – versus from the specific solutions that they came in asking for. That solution is unlikely to be satisfied by you or your nearest competitors, so learning how to manage it is essential, because it’s not going away any time soon.

The beauty is that sales are strong and demand remains high. And we know that once they do one room, they will do others.

Now, go practice this conversation with a co-worker so that you are comfortable with it.

Then, go sell something.