Book recommendation

I am re-reading Stephen M. R. Covey's (The son of Seven Habits author Stephen R. Covey) The Speed of Trust. This is a good book for anyone but especially for sales folk. Trust lies at the heart of what we do and is absolutely necessary if we are to persuade others to our point of view. This book makes a convincing argument that integrity is not only proper in the moral sense but that it also enhances our business effectiveness. That high trust equals high speed and lower costs. I highly recommend this book. The Seven Habits of Highly Effective People probably affected my career and my personality more than any other business book I have ever read. It appears that the apple hasn't fallen far from the tree. Keep Smiling, Keep Selling! Thanks Jim Busch

Its better to be dumb than a crooked

I made a call on an account to resolve a customer service issue for one of our inside sales people. The rep had failed to follow a procedure that lead to the customer's ad failing to appear in several editions of our publication. The customer was quite upset. After explaining the situation he calmed down considerably. The customer thought that the rep had intentionally deceived him, and was relieved to learn that it been a simple mistake. This is why it is always better to tell the truth when you make a mistake. Customers can forgive a mistake but a breach of trust is permanent. When dealing with a customer honesty is always the best policy. Lying to save face is a bad idea.

Keep Smiling, Keep Selling!

Thanks Jim Busch