A Code of Honor for Sales an 8 year old can understand.

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Jim MathersI was 8 years old in 1969.

I was told that if I wanted to go to Boy Scout summer camp in Northern Michigan, I would have to raise the $400 needed to pay for the camp and the transportation. My parents did not have enough money to pay for summer camp, neither did the other parents in our Detroit neighborhood. Times were tough in 1969. Money was tight. You wanted something extra, you found a way to pay for it yourself; one of my very first lessons as a junior entrepreneur. Read More

5 easy steps to regain your confidence in 5 minutes or less!

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Jim MathersA few minutes ago, I was talking to Karina, one my friends in Russia. She is a junior consultant and her first responsibility is to convince Russian entrepreneurs to come to her company’s training seminar in Sochi. As a Millenial, she feels new to the game of professional sales and consulting.

She was failing dismally and had lost confidence in herself. She wasn’t able to convince anyone to sign up for the conference. She was starting to worry about her own ability to survive. Read More

Don’t piss off old people!

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Jim Mathers25 years ago, I received one of my most valuable lessons as an entrepreneur.

I was selling dry cleaning discount cards door-to-door early one Saturday. The first house I came to belonged to an 87 year-old lady. I showed her the value of the discount cards and asked her about her family and friends.

After a few minutes I realized that she didn’t qualify to buy the card, as she really didn’t do enough dry cleaning. I thanked her, wished her a good day and turned to run to the next house. She stopped me and said she wanted to buy one of the discount cards. I politely refused to sell her the card, because it would not benefit her, and I would feel bad about taking her money for nothing in exchange. Read More

9 Things To Remember In Sales

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396I showed up at the Burger King 15 minutes early to meet my new sales manager. He was late.

I was trained for 9 years to be a professional nuclear engineer and US Naval Submarine Officer, but I was ready for a new career and the opportunity to make a lot more money. I was eager to learn and excited to meet the sales team. My friend told me he made a ton of money every weekend and being fairly naive to the ways of the sales world, I believed him.

I wore my nicest golf shorts and a new golf shirt. I had a lot of time while waiting to ask the dozen sales reps standing around about their experience with this awesome sales opportunity. The first guy looked at me and said: “You can’t make sales in shorts!” Read More