Start at the Top and Work Down

Many people start their presentations and sales processes by offering the lowest priced items first. Try the following technique instead; it’s the butcher rule. Some of you may not know that I was a meat cutter for many years. When a customer asked me what to have for supper, it started a process. I asked… Read more »

What Difference Does “Why” Make?

Why is the “Why” so important? Last week I talked about getting what you want—both how to discover it and how to actually get it. If you didn’t get a chance to read that article, you can here. Now that you know what you want, the next thing that will move you quickly toward your… Read more »