Chapter 6: Never-Never-Ever-Give Up!
This one is a doozy! Never – Never – Ever – Give up! I love to tell this story to sales people and trainees. They drop their jaws in disbelief and look at me in dismay. When the old man…
Chapter 5: No Money… No Sale!
One of the most valuable lessons any professional can learn is that a sale is a cycle. There are many steps in the cycle. First, a good sales professional researches for possible prospects. After identifying suitable targets there is more…
Chapter 4: It’s not About the Coffee
It was my first real appointment. I mean the one that get’s you all excited. The old man was going to finally show me his magic. He was the Oz and I was going to see how the man behind…
Chapter 3: Learn, Learn, Learn!
My lessons in entrepreneurial endeavors were delivered early and often by my father. And every lesson was earned through shock, blood, sweat and sometimes tears … I’m talking real boo-hoo, crying like a little new born tears! Tough lessons like…
Chapter 2: The 15 Minute Rule
My father was a carpet salesman when I was growing up. He traveled around the southeast selling carpet as a manufacturer’s rep. He worked hard and was gone a lot and at some point he just got tired of driving…
Chapter 1: Wisdom is Like a River
Get ready to hear things you may already know expressed in ways you never even thought of. I often relate to friends and acquaintances the story of my early days in business and how I came to be an entrepreneur. …
Introduction: Honor Thy Mother and Father
I have a confession. You know the commandment to honor thy mother and father? Well when I was growing up I probably only gave that one 50%. I honored my mother and gave my father fits. Of course as a…