Sales & Service

There was a recent thread on LinkedIn from an executive with a major manufacturer that I took exception to. In that thread (post), the LinkedIn user was complaining because they had downloaded a Read More

I wrote this many years ago when I first started writing; I cleaned up a few things and added a few things to keep the blog current.  Clients are more skeptical than ever. How do you win the sale Read More

Over the years, I would say that 90 percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buyout option for FMV (Fair Read More

  Looking back 2014 was one of my best years in the business. The fourth quarter of 2014 was the best quarter I’ve ever had!  I can only hope that 2015 will be as good as 2014 if not Read More

Even though we ask, “Are you entertaining any additional proposals?” there are times when buyers are liars. Over the years, I would say 90 percent of those that have told me, no Read More

Many people every year enable some New Year’s resolutions that might include exercising more, eating healthier, quitting smoking, and saving more money.  But, how many of us really make the time Read More

I started this series of blogs off with the title, “I Want it All”.  For those of you that are old enough that was the title of a splendid Queen song in 1988. You see, I grew up with Read More

Mele Kalikimaka is the thing to say on a bright Hawaiian Christmas day!  I heard this today while traveling to the office. I love this song and every time I hear it, I’m reminded of Read More