The Shortest Rule in Sales is just 4 words: “SHUT UP AND LISTEN!” Often we show up to a new prospects office or make a call to a new customer and verbally throw up on them! When in reality, IF WE HAD JUST kept our mouths shut and LISTENED, we would have let THEM make the sale themselves! EVERYONE wants to be heard right? Every wants someone to listen to them right? When you go to that new prospects office, or take or make that phone call to a new customer you must remember they are human… and often they want someone or anyone to hear them out! Because, their girlfriend or wife doesn’t listen to them, their boss won’t listen to them, their kids for sure don’t listen to them… and now you come along with your new service or widget to sell them and you TOO won’t listen to them! So, REMEMBER, TRY TO be quiet when the prospect or new customer starts talking… EVEN IF THEY TALK ON AND ON… let them talk. By doing this, YOU gain and create a BOND that no other rep/vendor/distributor [or whatever you are] has with them. Ultimately, they will tell YOU why THEY want and need your new product or service!

The 10 most powerful 2 letter words: “IF IT IS TO BE, IT IS UP TO ME!” I learned this nearly 10 years ago from Jim McIngvale aka “Mattress Mac”, the owner and founder of, Gallery Furniture in Houston, Texas… just a little ole store that did $150 MILLION in annual sales last year… let me repeat that, 150 Million dollars! This was his MOTTO!