The Hidden Cost of Avoidance
Avoiding accountability conversations doesn’t make problems go away; it just delays them. And the longer they’re delayed, the more they quietly drain a business of energy, focus, alignment and revenue.
From Selling to Serving
When it comes to getting a customer to buy a product or service, it’s easy to focus solely on the sale: the dollar amount, the numbers and hitting targets. Yet every interaction presents a much bigger opportunity — to make a meaningful, even extraordinary, difference for customers.
Break the Law
We started this article series by challenging ourselves with a question: In this $23 billion global industry, why do sales growth and career development often seem to flatline or end in burnout? Over the past year in the SpaRetailer sales training video series, we’ve focused on uncovering and removing the barriers that keep many people stuck in what Seth Godin calls “90% below average.”
Sales Training is like Sauerkraut
How we view the world, and specifically our work, guides all our decisions and actions. It is only when our perspective changes that we can change. Perspective is everything.
Outrunning Doubt
I was wrapping up my radio interview with John Yokoyama, owner of renowned Pike Place Fish Market, when he shared a valuable insight.
How Much Life is in Your Years?
It was Monday morning, and like many professionals heading into a busy season, my head began spinning with a deluge of thoughts about all the things I wanted to accomplish when I sprang out of bed.
Everyone’s in Sales — Even Technicians
I have rarely met a service tech who considered themself in “sales,” and I understand why — in their world, salespeople usually create problems, and techs fix them.
The Physics of Sales
It can be easy to think physics has nothing to do with the sales profession, but the three rules of physics show why we might be struggling with our effectiveness.
Power vs. Force
We’re a doing-oriented society, zooming from one activity to the next, and always making the future more important than the present. But this kind of frantic, doing-more mentality has a fatal flaw. Just because we’re acting doesn’t mean we’re guaranteed to achieve our goals.
There is a better solution that supports not only our well-being but also boosts our performance, productivity and results. The secret lies in discovering how to become a “Power Leader.”
Mindset Shift
The book “The Knowing-Doing Gap” says that the gap between knowing something and taking action is a more difficult gulf to traverse than the gap between ignorance and knowledge. The problem isn’t simply about what we don’t know; it’s what we know and do nothing about. So understanding the traits of a fixed or growth mindset can be the difference between a flailing or sustainable career.
Mastering Motivation
Aspects of personal and professional achievement, that I call Key Concepts, are essential to driving effective behavior in work and life.
Attracting, Developing and Retaining Top Sales Talent
The greatest opportunity for industry-wide hot tub sales growth is better sales support and education from the manufacturer all the way through the retailer.