Motivational Quote: Profit

Customer-mania“Profit is the applause you get for taking care of your customers AND creating a motivating environment for your people.”
-Ken Blanchard, Jim Ballard and Fred Finch from the book Customer Mania

How to Become Preferred

You could feel the exitement in my house this morning.

First day of school and everyone is ready to go. That was until I turned the ignition key on my car and it just went “click, click, click”. I tried it again and got the same results. After trying it a third time, I realized that something was wrong with my car.

After my daughter jumped out of the car and hi-tailed it on foot to school. I went back in the house and called my mechanic. (Brad Busch @ Double B Automotive, in Guelph (519-767-3252).


Brad from Double B Automotive, 324 Speedvale Ave. E, Guelph, ON

“A good mechanic will sell me new parts while a great mechanic will fix my car.”

-Richard Elmes

That is exactly why Brad is the first person I call when something goes wrong with with one of our vehicles.

Are you the first person your customers call when they have a problem you can fix?

If not why?

Perhaps you need to ask yourself a few key questions.

How are you serving your customers? Are you selling them your products and services or are you fixing their problems?

Because the difference is huge.

Selling products and services is about what YOU get out of the sales interaction. Solving problems is what THEY get out of the sale.

Guess who you customer cares about more? (Here is a hint… it ain’t you.)

If you want to learn more about how to become your customer’s preferred supplier give send me an email @

If you want to get your car fixed call Brad.

Question: Guess how much the repair cost?

Answer: It didn’t matter Brad fixed my car (Battery problem) and  I didn ‘t question the bill because I knew Brad was not going to rip me off, by selling me more than I needed.

When a service provider builds trust within the mind of their customer, price objections simply disappear. And when price no longer becomes an issue, selling becomes a whole lot easier.

If you would like to learn more about how Richard Elmes, The Sales Dating Guy, can help you grow your business, call: 226-820-4515 or email:

Motivational Quote: Handling life’s challenges

“I know God won’t give me anything I can’t handle. I just wish he didn’t trust me so much.” – Mother Theresa

Motivational Quote: Sales Perspective

“Great Salespeople are not born or made. They evolve over time based on their dedication to excellence, and their willingness to serve.” – Jeffrey Gitomer, Author The Sales Bible + many others.

This will be the toughest sale you will ever make!!!

 “The toughest sale you will ever make is to sell yourself on how good you really are.– Richard Elmes

Not believing in yourself, your skills and your talents will effect your career more than any other factor. And many people fall victim to the “Justa Syndrome,” where they feel that they are justa technician, justa clerk, justa manager etc. By discounting the value we bring to our organizations we are not only doing ourselves a disservice, but we are cheating our company as well.

So how can you raise our self-esteem and avoid this affliction?

1. Discover where you fit:

Every position makes a difference to the success of the organization. If it didn’t the position wouldn’t exist. Discovering who relies on you, whether it is your clients or other employees, will help you realize that what you do matters.

2. Determine what your Distinctive Values are: What are the distinctive skills, talents and attributes? What do you do better than other people? Find out what that those are so you can focus on your strengths rather than on your growth points. Enhancing your strengths and minimizing you weaknesses, will not only help you stand out, but it will also help you feel better about yourself.

3. Define your personal Values:

Defining what you believe and what you are willing to do or not do in order to get what you want and still be able to look yourself in the mirror and like who you see is a key factor to your self-esteem. Because if you cross that line and go against your values a small piece of yourself deep within your soul dies. And you can’t ever get that back. And unfortunately sometimes you may be asked to do something that violates your personal values and if you know what they are with crystal clarity, you can stand your ground and say, ‘no’. Because you know the repercussions of crossing that line, are far worse than the repercussions of saying no.

4. Practice continuous attitude maintenance

Just like the food we take into our body effects our physical health, what we take into our mind effects our mental health. Be careful to take in more positive messages than negative messages. One of biggest contributors to this negative ingestion is your own self-talk. The person you will listen to the most in your life is you. So be gentle with yourself and realize that we are all flawed in one way or another. You don’t have to be perfect. I know many people who have the perception that everyone else has it all figured out. This simply is not true. Keeping a record of your successes in a journal is another good way to give your esteem a much needed boost when you are down.

5. Build your Network

The key to networking success is not to ask what your network can do for you, instead ask what you can do for your network. Taking the attitude of helping others without the thought of what you will get in return will also separate you from the crowd, impress others and help you feel good in the process. The rewards of taking this approach far outweigh the I’ll scratch your back only if you scratch mine approach.

6. Discover your bosses Love Language:

Connecting is the key to effective communication. By discovering your bosses Love Language or preferred communication style, you will connect more often. The rewards will be fewer misunderstandings and a better relationship.

7. Discover the critical 20% of your job:

20 % of your efforts will drive 80% of your results. Discovering which 4 or 5 critical tasks are that 20%, and then delivering on those tasks will not only help you succeed in your job, but it will also get noticed by your peers and your superiors.

By using these tips you will not only be helping you sell yourself on how good you are, but you will be selling other on that fact as well.