Archive for February, 2016

Sympathy, Empathy and Compassion

Friday, February 26th, 2016


Sympathy, Empathy and Compassion are three words which are often misunderstood or misinterpreted.
There’s a time and place when each of them is appropriate.


You should have sympathy for a person (or animal) that is in a painful condition through no fault of his or her own, and not in a position to alleviate the pain without help.
Sympathy is a feeling of care and concern for someone, often someone close, accompanied by a wish to see him better off or happier. It is not the same as pity.


Empathy is often confused with pity, sympathy, and compassion, which are each reactions to the plight of others.
Empathy is knowing that some momentary pain will result in a long time benefit. Doctors for example, must have empathy, not sympathy for their patients.


Compassion is like empathy on steroids. Compassion is putting yourself into the shoes of an innocent person that is suffering from an inescapable situation that nobody can do anything about at the moment, such as a child living in a war zone.

When you exude the appropriate feelings for others, you help them even when you can’t directly. I once heard my good friend Wally (famous) Amos describe his feelings when a loud siren in Waikiki interrupts the solitude he is enjoying. He say’s to himself, “Somebody is in distress and help is on the way.” That has stuck with me for many years.

Refresh Yourself

Saturday, February 20th, 2016


It’s Easy!
It’s amazing how many computer problems can be solved with a simple re-start. The process clears out things you worked on and most likely finished, but the program is still running in the background. This background activity slows down the computer and makes what you are working on now more difficult.


You Too!
People need refreshing on occasion as well. A dip in the pool, or better yet the ocean has refreshing effects that allow you to start anew. “Stuff” builds up in your mind as you go through your day, and taking a few minutes to refresh can be rewarding much like re-starting your computer. When pressures start building up, take a brisk walk, go for a hike, go to the gym, stretch, meditate, watch a movie, take a shower, grab a 15 minute nap, stroke your pet, call a friend or read a chapter from a book you love. Do something to clear your head and then go back at it.


Tuesday, February 16th, 2016


Start Here:
The first step to becoming more successful is imagining yourself already there. Get a picture in your mind’s eye of the person you wish to be, and then hold on to that image.
Discovering success is like opening a safe. Once you know the combination it’s easy, without it frustrating.
Everyone can have success. Success is more than money. Success is happiness, satisfaction, health AND wealth. Success is getting what you want out of life no mater what that is.
Think and Grow Rich author Napoleon Hill said, “Whatever the mind can conceive and believe, it can achieve.”


W. Clement Stone was a successful businessman, philanthropist and author. He said that human beings have a brain and nervous system unequaled by any computer. This is where are all human beings are equal. They all have a brain and nervous system that allows them to think, plan and feel their way to success. The other “equality” is 24 hours every day to pursue their ambitions. To some success may be sleeping on the beach, to others its climbing high up on the corporate ladder. Both are successful if they reach that goal.

“There’s nothing capricious in nature, and the implanting of a desire indicates that its gratification is within the constitution of the creature that feels it.”
-Ralph Waldo Emerson

Simply stated, you wouldn’t want it if you were incapable of having it.

Could You Be Next?

Thursday, February 11th, 2016


My father used to jokingly say, “Six munce ago I couldn’t even spell retailer, and now I are one.”


When Wyland suggested that I write a book in 1996, I said, “I’m not an author.”
20 years, and eight books later, I still feel like an imposter when I’m asked to sign a book, or I am introduced as an “author.”
Ron Martin


When I told Masae that her art will sell in art galleries, she said, “It’s just a hobby.”
Her art is now selling in numerous galleries and retail stores.
Masae Martin


Not much more than a year ago I suggested to Pam Chambers that her Facebook photographs of Downtown Honolulu would make a great Coffee Table Book.
She seemed a bit hesitant at first, but embraced the thought, and now has two coffee table books published, and is working on #3
Pam Chambers


Every time that Brian Wyland would post a photograph on Facebook I would tell him they are “Sale Worthy.”
I’m thrilled to see him publishing and selling them on line.
Brian Wyland

Could you be next?


Adding On Pro-Actively

Wednesday, February 10th, 2016


Your timing is crucial when it comes to pro-actively adding on. The best time to suggest something additional is when your customer is ready to pay you with cash, check or credit card. At this moment you have obviously made the trust sale and your customer is now open to buying something else that he or she needs or desires. When you see the money ask yourself three fast questions “Who is my customer? What is this customer buying and why? and then “What else do I have that would be good for this customer?


What Else?
In RETAIL SELLING MADE EASY I tell the now famous story about the time went int an ABC Store specifically to buy a bottle of drinking water. I set the bottle on the counter and rather than ringing it up or saying something like, “Will that be all? the salesperson said, “Would you like some fresh fruit to go with your water today?” In spite of hundreds of visits to an ABC Store, I didn’t know that they sold fresh fruit. It sounded good and I was a little hungry, so I looked around. saw the fresh fruit and said, “Don’t ring it up yet, I am going to get a banana.” As I headed for the fruit display she said, “Get the biggest one, they are all the same price.” When I brought the banana to the counter she looked at it, went over to the display and returned with a different one saying, “This one is bigger.” I bought both bananas and the water, and left a happy customer. She more than doubled the sale by thinking on my behalf. There’s much more to this story, but the principle is simple and will work with any product.


Think; Then Suggest
Fruit goes better with water, nuts with soda, surf wax with a surf board, coffee table with a sofa, sculpture with a painting, on and on. Once you have decided what you are going to suggest, say, “Oh by the way…” and then present your suggested add-on item. A customer who has the money out is seven times more likely to buy something else than the next customer is to buy anything.


Sunday, February 7th, 2016


Honesty is high on my list of Successful Salesperson Traits.
Successful salespeople don’t need to exaggerate or make things up as they go along. They stick to the facts and have no trouble looking their customers square in the eye. Direct, pupil to pupil eye contact says, “If you could read my mind, you would know that I am telling you the truth.”


The Safe Way
Customers fear salespeople to begin with, and the fearful person will not buy. You need to build trust early on in the selling process to overcome the paradigm that all salespeople want is the money. The easiest way to confirm mis-trust is to offer customers your opinion about something as compared to facts about it. When giving product information, keep it factual. Facts are inarguable.
The TV series Dragnet aired from 1967 through 1970. When interviewing a criminal witness, detective Joe Friday (played by Jack Webb) would say, Just the facts ma’am.” Those are good words to remember when selling.


Wednesday, February 3rd, 2016



All Different
Some are big; others small.
Some are ready to buy; others not.
Some will be kind; others rude.
Some will be reasonable; others unreasonable.
Some will be appreciate what you do for them; others unappreciative.
Some will be nice; some will be down right nasty.
Some will be hard to deal with.


But NOTHING could be harder to deal with than doing business without them.

My father was not a formally educated man, but he was very smart when comes to doing business. He said, “There are two important things to remember in business.

#1; The customer is always right.
#2; When that’s not the case, refer to number one.”