Choose Healthy
I am grateful to “Runaway” for sending me this wonderful list of health promoting foods, in alphabetical order. I hope that you will cut and paste this into a document of some form that you can save and refer to often.
I also hope that you will pass on a link to this list to the people in your life that matter to you. To do so, simply click on the title above (You Are What You Eat) and then copy the URL into your browser and send it along.

Why would I hope you do that? Well, it’s because I would like to see you stay strong, energetic, healthy and disease free with more energy to Sell, Sell Sell.

Apples
- They protect your heart
- They improve your lung capacity
- They cushion your joints
- They prevent constipation
- They block diarrhea

Apricots
-They combat cancer
-They control your blood pressure
-They save your eyesight
-They shield you against Alzheimer’s disease
-They slow the aging process

Artichokes
-They aid in digestion
-They lower cholesterol
-They protect your heart
-They stabilize your blood sugar
-They guard against liver disease

Avocados
-They battle diabetes
-They lower your cholesterol
-They help stop strokes
-They control blood pressure
-They smooth out your skin

Bananas
-They protect your heart
-They quiet a cough
-They strengthen your bones
-They control your blood pressure
-They block diarrhea

Beans
-They lower cholesterol
-They combat cancer
-They stabilize your blood sugar
-They prevent constipation
-They help with hemorrhoids

Beets
-They control your blood pressure
-They combat cancer
-They strengthen your bones
-They protect your heart
-They aid in weight loss

Blueberries
-They combat cancer
-They protects your heart
-They stabilizes your blood sugar
-They boost your memory
-They prevent constipation

Broccoli
-It strengthens your bones
-It saves your eyesight
-It combats cancer
-It protects your heart
-It controls your blood pressure

Cabbage
-It combats cancer
-It prevents constipation
-It promotes weight loss
-They protect your heart
-It helps with hemorrhoids

Cantaloupe
-It saves your eyesight
-It controls your blood pressure
-It lowers your cholesterol
-It combats cancer
-It supports your immune system

Carrots
-They save your eyesight
-They protect your heart
-They prevent constipation
-They combat cancer
-They promote weight loss

Cauliflower
-It protects against Prostate Cancer
-It combats Breast Cancer
-It strengthens your bones
-It banishes bruises
-It guards against heart disease

Cherries
-They protect your heart
-They combat Cancer
-They end insomnia
-They slow the aging process
-They shield you against Alzheimer’s disease

Chestnuts
-They promote weight loss
-They protects your heart
-They lower your cholesterol
-They combat Cancer
-They control blood pressure

Chili peppers
-They aid in digestion
-They soothe a sore throat
-They clear your sinuses
-They combat Cancer
-They boost your immune system

Figs
-They promote weight loss
-They help stop strokes
-They lower your cholesterol
-They combat Cancer
-They control your blood pressure

Flax
-It aids in digestion
-It battles diabetes
-It protects your heart
-It improves mental health
-It boosts your immune system

Garlic
-It lowers your cholesterol
-It controls your blood pressure
-It combats cancer
-It kills bacteria
-It fights fungus

Grapefruit
-It protects you against heart attacks
-It promotes Weight loss
-It helps stops strokes
-It combats Prostate Cancer
-It lowers cholesterol

Grapes
-They save your eyesight
-They conquer kidney stones
-They combat cancer
-They enhance blood flow
-They protect your heart

Green Tea
-It combats cancer
-It protects your heart
-It helps stop strokes
-It promotes Weight loss
-It kills bacteria

Honey
-It heals wounds
-It aids in your digestion
-It guards you against ulcers
-It increases your energy
-It fights allergies

Lemons
-They combat cancer
-They protect your heart
-They control your blood pressure
-They smooth your skin
-They stop scurvy

Limes
-They combat cancer
-They protect your heart
-They control blood pressure
-They smooth your skin
-They stop scurvy

Mangoes
-They combat cancer
-They boost your memory
-They regulate your thyroid
-They aid in your digestion
-They shields you against Alzheimer’s disease

Mushrooms
-They control your blood pressure
-They lower your cholesterol
-They kill bacteria
-They combat cancer
-They strengthen your bones

Oats
-They lower your cholesterol
-They combat cancer
-They battle diabetes
-They prevent constipation
-They smoothes your skin

Olive Oil
-It protects your heart
-It promotes Weight loss
-It combats cancer
-It battles diabetes
-It smoothes your skin

Onions
-They combat cancer
-They lower your cholesterol
-They reduce the risk of heart attacks
-They kill bacteria
-They fight fungus

Oranges
-They support your immune systems
-They combat cancer
-They protect your heart
-They straighten control your respiration

Peaches
-They prevent constipation
-They combat cancer
-They help stops strokes
-They aid in your digestion
-They help hemorrhoids

Peanuts
-They protect you against heart disease
-They promote Weight loss
-They combat Prostate Cancer
-They lower your cholesterol
-They aggravate diverticulitis

Pineapples
-They strengthen your bones
-They relieve colds
-They aid in your digestion
-They dissolve warts
-They block diarrhea

Prunes
-They slow the aging process
-They prevent constipation
-They boost your memory
-They lower your cholesterol
-They protect you against heart disease

Rice
-It protects your heart
-It battles diabetes
-It conquers kidney stones
-It combats cancer
-It helps prevent strokes

Strawberries
-They combat cancer
-They protect your heart
-They boost your memory
-They calm stress

Sweet Potatoes
-They save your eyesight
-They lift your mood
-They combat cancer
-They strengthen your bones

Tomatoes
-They protect your prostate
-They combat cancer
-They lower your cholesterol
-They protect your heart

Walnuts
-They lower your cholesterol
-They combat cancer
-They boost your memory
-They lift your mood
-They protect you from heart disease

Water
-It promotes Weight loss
-It combats cancer
-It conquers kidney stones
-It smooths your skin

Watermelon
-It protects your prostate
-It promotes Weight loss
-It lowers your cholesterol
-It helps prevent strokes
-It controls your blood pressure

Wheat Germ
-It combats Colon Cancer
-It prevents constipation
-It lowers your cholesterol
-It helps prevent strokes
-It improves your digestion

Wheat Bran
-It combats Colon Cancer
-It prevents constipation
-It lowers your cholesterol
-It helps prevent strokes
-It improves your digestion

Yogurt
-It guards against ulcers
-It strengthens your bones
-It lowers your cholesterol
-It supports your immune systems
-It aids your digestion

“One doesn’t discover new lands without consenting to lose sight of the shore for a very long time.”
-Andre Gide

One Chance
A first impression is INDEED a lasting impression, and you only get one chance to make one. I was reminded of this archived posting today and decided to refresh it. I had two interviews a while back that made very poor first impressions and I stopped right there. The first one was 15 minutes late, full of piercings including two fresh cheek dimple piercings that were still bandaged. The other looked like she just got out of bed and pulled on her hooded sweatshirt and and baggy pants to go apply for the job. When people show up for a job interview like this, you can bet your bottom dollar that it will get even get worse after getting the job. You get lucky when you can screen them at this point before exposing them to your customers. Those that get throught the interview will continue to make more “First Impressions.” Read On!
New salespeople show up on day one ready to succeed. Sometimes they even sell more than existing “old timers” are currently. What’s with that? How can a brand new person with very little product knowledge outsell a seasoned veteran that knows it all? It’s because the new person still thinks everyone is going to buy, that you have a great company, and that your way is the right way.

The Right Attitude!
That shiney new salesperson may not have the knowledge yet, but still has the enthusiasm it takes to make the right first impression on customers. That means more than knowledge alone. Answers to questions can be found, and sometimes just the honest admission that one doesn’t “know it all” can go a long way to making the sale.

“Water Cooler Training”
It’s important to shield new salespeople from influences that can be harmful to their success. Too many times we see people get hired and then turned over to the existing staff to “train” them. A past partner of mine had a rule; “Live with them the first week.  Keep them by your side, have lunch with them, and even stand outside the restroom when they go in there.”

“Here’s how it really works.”
At the interview and in your initial meetings with new salespeople they hear how things are supposed to work. Then, when they get to work with your existing staff they find out how it’s “really done.” Unfortunately old timers pick up some bad habits along the way. They learn shortcuts that sometimes lead to short paychecks. They start accumulating excuses for missed sales. They gossip about company policies and decisions. Your shiney new salespeople can be influenced by these impressions, and before you know it the shine is gone.

You Cannot Train People!
Animals can be “trained” to do something, and once “trained” will always do it. One would assume that if you can train a dog to sit up, that you can train a human being to sell. I have a problem with the word “training.” Managers sometimes think that once a person has been “trained” that he or she will always behave in the way taught, and the learning stops. The reality is that “sales coaching” is an ongoing process whereas “training” is thought of as a one time event.

Hands on Coaching Works
“Coaching” is understood in athletics, it never stops. Top athletes continue to be coached on how to get better at their craft. I prefer the term “coaching” when teaching selling skills, and as with athletics, it must be an ongoing process. That’s just the way it is!

Ask Yourself;

“What could I be doing RIGHT NOW, THIS MINUTE to improve my business?”

When you ask someone a question you take control of that person’s mind as he or she begins to mentally search for the answer. The same is true when you ask yourself a question. If you were to stop and think about it you are asking yourself questions all day long. The key to successful thinking is asking yourself the right questions. People ask themselves questions like, “I wonder what I’m going to have for dinner tonight?” and “Should I go here or there?” “Should I do this or that?” “I wonder what would happen if I did this or that?” The list is endless. Sometimes it is even hurtful questions like, “I wonder if I should really go to work today.” or when the alarm goes off, “Should I get up or hit the snooze button?”

Great Times

In 1964 my business was two years old. I had enjoyed early success, primarily as a result of the passion that I had brought into that business. I was unaware that my habits that slowly changed and that my success had allowed me to drift away from the basics that were making the business work, and into less productive activities such as playing golf and waterskiing. I would get up in the morning and ask myself, “What am I going to do today?” Followed by the question, “Do I have any appointments at the office?” When the answer the second question was, “No,” I would then think, “This is a great day to go waterskiing.” I would then call up a couple of buddies, enthusiastically hook my boat trailer up to the back of my beautiful 1962 Cadillac, and we would head off to Lake Havasu or The Colorado River for a day of two of fun.

Wake Up Call

I had grown oblivious to the fact that my business was sinking and my bills were piling up. Somewhere in the back of my head I was thinking, “Oh well, things will always work out, they always do.” That thinking changed drastically and dramatically when I received a telephone call from Mr. Marvin K Brown, the owner of Marvin K Brown Cadillac in San Diego. Mr. Brown simply said, “Mr. Martin we want that car back.” I loved that car, even more than waterskiing; I didn’t want to give it back. I thought he was being unreasonable, I was only five months behind on my payments and I knew things were going to work out someday. My mind raced for a solution, and I ultimately said, “Mr. Brown, my business is growing and about to really take off. I need to keep that car and will make you a deal.” He was quiet and I continued, “If you will order me a new 1965 Cadillac, when it arrives in 60 days, if I am not caught up on the payments I will deliver the 1962 to to you, but if I am caught up you deliver the 1965 to me, and I will get a new Cadillac every two or three years for the rest of my life.” He paused for what seemed to be an eternity, and then finally said, “Okay Mr. Martin, you have a deal.”

“NOW WHAT?”

When I hung up the phone I was wringing wet with perspiration and filled with thoughts as to what I was going to do next. I didn’t know what to do, but I did know what not to do, I was NOT going waterskiing today. I jumped into the shower cleaned up dressed up and got to my office faster then I perhaps ever had before. I sat at my desk wondering, “What should I do now?” I began thinking of all sorts of things that I could do later today, tomorrow, or even next week. But I was not satisfied with those answers. Eventually I changed the question and asked myself, “What could I be doing RIGHT NOW, THIS MINUTE to improve my business?” I kept repeating that question to myself until I finally got an answer it was quite simply, “Mary.” I was in the home party jewelry business and Mary was a woman that had attended one of my parties several months back showing interest in buying a nice ring, but had put it off telling me that she would get one of these days. I called Mary and suggested that she get it today. She said, “I’ve been meaning to call you, can you bring it out to my house?” Well, now I knew what to do next. I grabbed the ring; jumped in my car and raced off to Mary’s house to deliver the ring and pick up a check. When I returned to the office I was a new man. I now knew what to do. I simply continued asking myself the question, “What could I be doing RIGHT NOW, THIS MINUTE to improve my business?” As the answers came, I took action over and over.

GOT IT!

Asking myself that simple question changed my life. I wrote it down in as many places as I could think of to keep it in my mind. 60 days later I drove my car down to see Mr. Brown and made the trade. He kept his end of the deal and I kept mine and I have been enjoying new Cadillacs and success ever since. And yes, I do keep asking myself that question. The last time I asked it was at 4:30 AM today while sleeping; the the answer was to get up and write this blog post.

It’s EASY!!!

Body Language; Yours

“Who you are speaks so loudly I can’t hear what you’re saying.” I don’t remember where I heard that, but it continues to speak loudly to me. In selling there is nothing more important than the customer’s opinion and feelings about YOU! Too often I see a salesperson or customer service person (yes there is a difference) saying one thing while his or her mind is really on something else.
I’ve actually heard rude statements (commands) followed by or proceeded by the word “Sir” as if that undoes the prior or former comment.

Make it Sincere

Never give people that “stretched lip” smile that strangers give one another when passing by at the mall. A sincere smile is obvious, it’s wide, and teeth are showing. A warm, sincere smile is welcoming, while an insincere one can be seen regardless of what you are saying.

Listen Up

After saying something it is a good practice to be quiet and give the customer an opportunity to respond. What you want to say next is not as important as how the customer feels about what you just said. And, when the other person speaks, be sure that you are listening intently and not thinking about what you want to say next.

Say What?

Words and how you empathize them are crucial. For example, take the sentence, “I didn’t say you stole it.” Now repeat it six times placing heavy emphasis on each of the six words in the sentence. “I didn’t say you stole it.” Emphasizing “I” indicates that someone else said that you stole it. “I DIDN’T say you stole it.” Emphasizing the word “Didn’t” suggests that it wasn’t stolen. “I didn’t SAY you stole it.” This could mean that what you said was misunderstood. “I didn’t say YOU stole it.” Said that way it sounds like someone else did steal it. “I didn’t say you STOLE it.” Said this way makes the inference that you did something else with it. Maybe you just borrowed it. “I didn’t say you stole IT.” Now you were saying that perhaps it was something else you said was stolen. Try this little exercise a few times to see the value of word emphasis.

These are all little things that make a big difference when a salesperson talks to a customer. Sadly customers are a bit leery of salespeople because of their past experiences. Go out of your way to make certain that this selling experience is a positive one.

Why Not Go Pro!?

My first business partner was a professional baseball player, as a result I was able to witness the behavior of professionals up close. Most kids played some baseball, football or basketball as youngsters, but only a select few become pro ball players and succeed at that level. The same is true in business and in the workplace. Each one has chosen to play at a higher level than that which was required to keep the job.

They are Everywhere

Professionals and amateurs can be found in all walks of life; sports, business, law, medicine, the arts, and of course sales,
Some Attributes Found in Professionals:

-Professionals maintain a high standard of ethics, behavior and work activities as either an employee or self-employed person.
-Professionals put the interest of the client ahead of their own interests.
-Professionals demonstrate a high level of work morale and motivation.
-Professionals have interest and desire to do a job well while holding a positive attitude towards al aspects of the job at hand.
-Professionals treat relationships with colleagues in the most respectful manner at all times.
-Professionals subject themselves to strict codes of conduct enshrining rigorous ethical and moral obligations.

Competition is Healthy

When you compete you win. There may be only one person that finishes first, but all professionals always win in the end. Whatever you do, choose to do it like a professional would.

-Professionals stand out; amateurs blend in.
-Professionals know how and why they should do things; amateurs only know how.
-Professionals work when they need to; amateurs when they feel like it.
-Professionals go to work because they want to; amateurs because they have to.
-Professionals start a new project as soon as they finish the current one; amateurs give themselves a well deserved a break as soon as they can.
-Professionals take pride in their work; amateurs don’t really care.
-Professionals don’t have time for endless tinkering; amateurs can tinker all day if allowed to.
-Professionals judge their work by results; amateurs by their efforts.
-Professionals make deadlines; amateurs avoid deadlines.
-Professionals accept, even embrace criticism; amateurs become hostile when criticized.
-Professionals think big; amateurs think small.
-Professionals solve problems, amateurs make excuses.
-Professionals visualize success; amateurs fear failure.
-Professionals practice; amateurs don’t need to.
-Professionals remain students; amateurs graduate prematurely.
-Professionals understand the importance of attitude and commitment; amateurs think it’s all luck.
-Professionals make it look easy; amateurs are convinced that it’s hard.
-Professionals learn from their mistakes; amateurs deny them.
-Professionals see opportunities everywhere; amateurs overlook them.
-Professionals are even tempered; amateurs quick tempered.
-Professionals are patient; amateurs impatient.
-Professionals are organized; amateurs disorganized
-Professionals arrive early; amateurs on time at best

What Level Are YOU Playing At?

What’s Your Biggest Challenge as a Small Retailer?
My wonderful digital scale that I bought at Sharper Image 10 years ago finally gave out on me. So, I went to the mall to buy a new one only to discover that the Sharper Image store was lo longer there. What to do???
I had just seen a survey of 100 or so small retailers that were asked what their biggest challenge is going into 2013. “The Internet” was their biggest concern.
I decided to find out for myself, so I went to Google looking for a digital scale that measures body fat in addition to weight. I discovered that Walmart and Best Buy both sell one. Because I would like to see it before buying it, I called both stores and they were both “out of stock” but said they would “order it for me.”

Fancy, but…

A friend of mine recently told me that he buys all sorts of things at Amazon. I thought all they sold was books. So, I went to Amazon, found the same scale in stock at about the same price as Walmart, so I ordered it. I was eager to get it, so I checked the box that guaranteed delivery in three days. I failed to read the fine print, and when I saw the charge, I noticed that the cost of shipping was more than the scale. When it arrived I was excited, but when I opened it up I was overwhelmed by the complexity and the detailed directions. I finally figured it out, but in less than a month it broke.

KISS!

I trashed the fancy scale and went back to Amazon and ordered a simple analog scale. It was actually more expensive than the fancy digital one, but I was getting smarter now, so I became a Prime member and got it shipped for free.
The score was now two scales sales for Amazon and one lost sale for three different retailers simply because they didn’t have what I wanted when I wanted it. In the “old days” I would have waited or shopped around, but I found it easier to buy it from Amazon.

Apple

I went into the large Apple store in Waikiki to stock up on my favorite screen cleaner, iKlear. I looked all over the store but couldn’t find it. I flagged down a “salesperson” and asked where it is. She too couldn’t find it and offered to “go in the back and see if there was some there.” When she returned she told me that they don’t carry it any longer and suggested that I try a different brand. I didn’t want to do that, so I asked her if one of their other stores carried it. She didn’t know, so I went to their biggest store at Ala Moana Shopping Center. They didn’t have any either but agreed to call the Kahala Mall store for me. No luck there either, what to do???
By now I knew what to do. I went to Amazon, found it; in stock and stocked up!

Magnetic Eye Glasses Holder

I saw this really cool device on Shark Tank which allows you to hang your reading glasses on your shirt.  Misplacing reading glasses has been a problem for me for a very long time, so I thought, “This is just what I need.” I had no idea where to buy it however, so I clicked on to Amazon and searched for “magnetic eyeglass holder.” Exactly what I was looking for popped up, so I ordered it immediately. When it arrived and I began using it several people commented on it and asked me where I got it. I said, “I’ll get one for you.” I went back to Amazon and bought six more.

Drop Stop

A week later while watching Shark Tank I saw a young entrepreneur with an idea to block that “black hole” between your car seat and center console where things fall and disappear forever. I wasn’t even sure if it was on the market yet however I jumped onto Amazon and searched for Drop Stop and sure enough there it was. I ordered it immediately.

Bonuses

When I opened up the Drop Stop package I was surprised to find two other bonus items in there that I did not realize they were sending me. One was a cool wallet sized LED flashlight; the other a non-slip pad with two sticky sides to keep things in place. I guess they had me pegged as a guy who wants to keep control of things. They were right! I went back to Amazon and bought 10 of those to use as cool giveaways.

Sugar Scrub

I was impressed and amazed by a 17-year-old girl that came on Shark Tank promoting her Simple Gifts Farm Sugar Scrub which she had invented at 11 years old. She was so passionate and excited about the moisturizing benefits of this product that I just had to give it a try. I found it easily on Amazon and went through the first jar in no time, then went back and ordered two more.

Another Bonus

When my two jars of sugar scrub arrived there was a bonus in there; a Simple Gifts Farm Vanilla Lime Lip Balm. Hawaii has a way of drying out one’s skin and lips, so I am finding these products to be wonderful.

A Closer Look

I live on the 20th floor of our building overlooking Honolulu Harbor. There is always something interesting to look at from up here like cruise ships from around the world. When I moved in I had a crummy pair of binoculars that I could not keep focused. I had been meaning to buy a better pair for the past two years, but nothing moved me to do it. Then one day I thought, “Aha, how about Amazon?” You got it… I bought a cool pair of zooming binoculars and will start looking through them any day now.

Seeing Red

One day my wife said, “Please keep your eyes open for some special red lens glasses. This is what we use in art class to be able to see the distinct, subtle differences in colors. The ones we use came from a toy store.” I said, “Watch this” as I opened up Amazon and found what she wants in a matter of minutes.

Daily Surprises

It seems like I am ordering something new almost every day now and as a result, finding surprises sitting on my office chair every evening when I come home. As a person who never goes shopping, I have found this to be pretty amazing. I don’t even remember what’s on the way to me now.

ATTENTION SMALL RETAILERS:

Yes, you can compete with all of this, but not by standing by the register waiting for people to buy.

Here’s How:
In spite of the fun I have had ordering from Amazon, the truth is I would much rather be dealing with a live human being in a store.
But… You Must:
-Make shopping a fun experience.
-Let people know about you.
-Let people know what you have to sell.
-Have it in stock!
-Have Fair Prices.
-Be Sensitive.
-Make it EASY to shop.
-Never make people wait.
-Make every customer feel special.
Yes, the Internet has brought about some new competition and challenges. However I still find every mall crowded with shoppers. Your job is to convert them to buyers.
-People like to shop.
-People like to be around other people.

ATTENTION MANAGERS: Teach It!
Teaching “clerks” to become salespeople is the name of the game. Clerks “Ring Up Sales”; salespeople “Create Sales.” There’s a big difference. The best way to “teach” is by example. People will pay more attention to what the manager does than what he or she says. Do what you expect, and then inspect what you expect. You will then get what you expect.

Three Steps
Step #1 – Understanding: Teach your salespeople that customers need help, but won’t always ask for it. Customers have questions, but don’t always ask them. Customers will buy more, but don’t without your help. Helping is not asking, “May I help you.?”

Step #2 – Priorities: Teach your salespeople that customers come first. Whenever they are doing a task or chore, and a customer comes into the store, the customer goes to the head of the list of “things to be done”. Tasks, duties and chores will wait until you finish with the customer. Customers may not wait until you finish the chore.

Step #3 – Selling. Selling is “Giving the customer sufficient information to make an intelligent buying decision, be it Yes or No.” This definition from Retail Selling Made Easy must be at the core of all behavior, and must be done in a Pro-Active, yet No-Pressure manner. When it is, selling and success become easy.

It’s NOT Spying
“Opportunity Shopping” is a rapidly growing segment of our business. I am turned off by the terms “Mystery Shopping” and “Secret Shopping” as they infer “spying.” If you are shopping your competition that’s the case, but to shop your own business is “managing.” Business owners have a right to know what is happening with THEIR customers.
“Opportunity Shopping” is shopping for opportunities to be better. There always are some.

It’s Money in the Bank
Our clients tell us that my personal comments at the end of every Opportunity Shopping Report amount to a “Sales Class.” When owners and general managers visit stores they see employees on their best behavior. When salespeople do better everyone benefits. Salespeople, stores and landlords make more money; customers get a long lasting memory of the experience. Seeing behavior as the customer sees it is priceless. “Listening” to the customer will always generate more sales by way of better “Salespersonship.”

It’s The New Rage
Stand Up Paddle surfing started right here in Hawaii. As far back as the 1940’s when Hawaiian Beach Boys used to paddle out to the breaks standing up to avoid getting their camera gear wet when taking photos of tourists.

Learn How
Surf-n-Sea is always right there when something new takes off, but this one is the most natural of all. They are giving Stand Up Surf and Paddling lessons and claim that anyone can do it.

It’s Easy
Store manager Eddie Crawford says, “If you can walk down a three foot wide sidewalk you can learn to stand up paddle.” With a semi-private beach right behind the store adjacent to the scenic Wailua River, Stand Up Paddling at Surf-n-Sea is the best place to learn. Ask them when the next Full Moon Paddle up the Wailua River is.