November 2, 2021

Let’s Have Some Fun For Halloween–2 Days Later

Halloween was Sunday. Today is Tuesday. I couldn’t come up with a serious topic today, so let’s have some fun. All right, everybody line up alphabetically, according to height.– Casey Stengel There was a safety meeting at work today. They asked me, “What steps would you take in the event of a fire?” “Big Ones,” was the wrong answer. My three favorite things are eating […]

October 26, 2021

Are You Listening or Selling?

I was listening to a webinar that was presented by Bidclips. They were interviewing Tom Reber who was talking about a book he is releasing called “Wining the Contractor Fight.” During the interview, Tom talked about listening to the customer. In the many years I have spent training salespeople, one of the hardest things to get them to do is listen to their customers–to give […]

October 19, 2021

Are You Willing To Place A Bet On People?

What are the odds on this bet? What would I win? Can I lose? Here are the answers: The odds are 70-30 in your favor; your win would be a new employee or two, and yes, you could lose. But that is what betting is all about. Roughly a quarter of a million, mostly men, are released from federal, state, and local prisons every year, and […]

October 12, 2021

Mastering Substituting Products Can Keep You in Business

Last weekend, I attended a wedding where I had a chance to talk with a young architect. He was telling me about a high-end hotel project that he was working on. Whenever I am speaking with an architect, I always take a minute to ask: “Who carries the most weight in making product decisions on a project? Is it the architectural specifier or the subcontractors […]

October 5, 2021

Read This For Three Minutes—Your Glass Shop Will Be Better Off

Three Minutes. Set the timer on your Mickey Mouse watch. Your glass shop will be better off. Is there one problem that every single glass shop in the U.S. and Canada have that can be solved now in just three minutes? Sure thing. Just one little problem. Are you ready? And don’t tell me you don’t have this problem. Every glass shop has this problem. […]