rk- apple-2

When Do You Stop Eating Hot Dogs?

So, what does knowing when to stop eating hotdogs have to do with knowing your walkaway point? You see, whenever you buy or sell something or try to influence others with your ideas, you need to have a walkaway point. That's the point, at which an agreement on whatever you're talking about no longer suits you. In other words, the cons outweigh the pros. This is what happened to Joey Chestnut. Who is Joey Chestnut? He is the reigning hotdog-eating...
RK - 1-4-9

Does Your Message Land as Intended?

At the beginning of my speaking career, I was hired to give a keynote to 250 executives in Dallas, Texas. Before the talk, I mingled with the audience to build relationships. I ran into this bigger-than-life-size individual, a man wearing the requisite cowboy hat. He had a great sense of humor, and I was impressed with his success. Fast-forward now to the middle of my speech. All of a sudden, the same gentleman raised his hand and went in his...
June 11 -10 KTG-2

Your Deal Isn’t Closed Until You Deliver Results

As some of you may know, one of my greatest success stories was helping a multinational chemical manufacturer change the way its industry bought. After working with this client for 18 months, we repositioned them with their customer. As a result, instead of buying a supply agreement based on a lower price in a bid every three years, their customer eliminated the bid process and negotiated a 10-year, $200 million contract with my client. Obviously, if you managed to do...
RK - 1-4-6

What Scottie Scheffler’s Recent Arrest Can Teach Us About Emotional Mastery

Two weeks ago, the number one golfer in the world was racing to the golf course for the second round of the PGA Championship. He was about to tee off, and all of a sudden, he ran into traffic in the dark, early hours of the morning. He needed to get there to warm up. So, he ignored the traffic commands that the police officers gave and ran around to get into the parking lot. He was immediately arrested after...
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Who Says The Market Can’t Handle High Prices?

Who says the market can’t handle high prices? Just ask Del Monte Foods and Melissa's Produce in California who sell high-end premium fruit and vegetables. It took Del Monte Foods over a decade and a half to develop a Ruby-hued pineapple. There are no others like it in the world. Melissa sells this one pineapple - get this, are you sitting down? - they sell the Rubyglow Pineapple for $395.99. That's just under $400 for a pineapple! Are you kidding me? Now,...
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How To Sell The Marriott Way

In 1927, JW Marriott opened up a root beer stand. That's right, Marriott Hotels started as a root beer stand. The first Marriott Hotel did not open up until 1957 in Arlington, Virginia. Since then, you have 4400 Marriotts worldwide. What a success story. Now, what was the reason behind that success? Well, if you would ask Bill Marriott, he would tell you that they were very successful because they empowered their lower-level employees to solve customer problems up to...
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Selling the Met Gala Way

The number one reason why sales cultures are not performing the way CEOs want them to is simply because they're concentrating on the wrong people. That's right. You see, last Sunday was the annual Met Gala in New York City. The Met Gala was started in 1995 by Anna Wintour, who is the editor-in-chief of Vogue. It was simply to help the Metropolitan Museum of Art fund its costume exhibit. Well, it became a big deal with Anna’s work; she...
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Growing Sales the Rolls Royce Way

Did you hear that Rolls-Royce announced this week that it is building five brand new buildings on its main manufacturing site in England? So, I ask you, what was the driver for making this huge, expensive decision? Many of you would say it is to build new cars. That is far from the truth. The reason why Rolls-Royce is taking on this huge expense is so they can build more customizable features without sacrificing the speed of production. You see, their...
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Boeing’s Velocity Crisis: When Speed Trumps Quality

In today's world, the pressure to quickly deliver innovative solutions can sometimes lead to unintended consequences. Just ask Boeing. Its recent spate of mishaps is causing it a lot of problems. From increased regulatory pressures to safety concerns to customers, fliers, like me, worrying whether or not the Boeing plane they're on is actually going to get to where they want to go. For example, remember the door plug that fell off the plane in midair? How would you like to sit in...