The Accountability Blog

Which Direction Is Your Business Heading

Two years ago John’s business was down ten-percent, but he figures that the economy was a bit slow and he would make it up the next year. Last year, John’s business was off another ten-percent. He was not very happy with the way things were going, but he figured that this year was the year to turn things around. By May, John’s business was off fifteen-percent from the prior year. His repeat business is down

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It’s 5:11AM. Do You Know Where Your Car Is?

It’s 5:11 AM and I’m about to make a left hand turn onto I-270 and head to the airport. I have a 6:35 flight (yes, I know I’m cutting it a little close) to Phoenix. There is a car facing me at the light, and I wait for it to pass before I make my turn. It is a golden yellow Ferrari F430. This car is sleek and beautiful. It is flying down the road

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Three Secrets to Increase the Productivity of Your Team

We depend on those around us to produce at a higher level. If you manage a sales team, your success is the cumulative success of your team. If you are in an office setting, then the productivity of others in your office will support your goals and eventual success. If you can effectively help those around you to produce at a higher level, then you will enjoy a greater success also. Here are three secrets

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Three Steps To Overcome Price Objections

I had barely turned the lights on and sat down the other day when my phone rang. It was Ray. Ray had been in my mentoring program for about thirty days and was facing a perplexing problem. He said, “I made three sales calls yesterday but didn’t make a single sale. This is starting to look like a trend.” I asked him what was the reason his prospects gave him for not purchasing. He said,

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Success On and Off the Court

In his 37 years as a head basketball coach at the University of North Carolina Dean Smith won more games then any other coach (879). He also won two national championships and had the coliseum on campus named after him. He was able to enjoy overwhelming success at a very competitive level because he had a philosophy that employed every step of the way. In Dean Smith’s book, “The Carolina Way: Leadership Lessons From a

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Four Steps To Close Your Next Sale

How many times have you heard, “Oh he’s a born salesman,” or, “Her dad was in sales. She’s a natural?” My father is the greatest salesperson I’ve had the privilege to see in action and to learn from. When he was a young man he was so shy it was painful. I guarantee you that when he was born the doctor didn’t slap him on the rear and say, “Now here’s a born salesman.” It just doesn’t work that way. We

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Your Happiness Hierarchy

Creating a strong competitive advantage in the marketplace requires you to focus on what’s happening today that can be improved. But you should also take time to look into the future. Many times people look back on their professional and personal lives and think, “I wish I had done this,” or, “If only I had implemented that idea sooner.” In fact, making good decisions is easy when you look back on the situation and have

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Strategic Thinking

Many times someone goes into business so they can “control their own life.” In reality, unless you understand how to build a strategic business, you usually end up with less control than you started with. Instead of having all of the headaches of ownership on top of getting your “job” done you might as well stay and work for someone else. At least then you can go home at the end of the day with a paycheck in hand and not

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Stay Connected to Those You Serve

I drove into the Budget car rental lot at 8:35 a.m. last Sunday. A very pleasant young lady scanned the barcode on the rented car, entered the mileage and told me that I could get my receipt inside the office. I pulled my suitcase along with me into the office where there were five other people who were waiting with their suitcases for the van to take them over to the airport. I knew the

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Tell It And You Will Sell It

A few months back my brother and his wife went to look at a house that was for sale. It was just what they wanted; the perfect size, the right number of rooms, and in a subdivision that they loved. They recently completed some major remodeling on their home and had no plans to move. When they saw this particular house that was for sale, they just didn’t know what to do! The realtor told them they shouldn’t wait long

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