97 Year Old Business Expert Shares 60+ Years Of Business Secrets

Selling is fundamentally about human behavior — the core skill of finding out how people think and feel hasn't changed even as the business has evolved over 60 years.

'Too expensive' rarely means your price is too high; it means the customer doesn't yet see the value, so the job is to build value, not cut price.

Rapport is built by asking the right questions and genuinely listening — like a great sales clerk who qualifies a shopper before ever talking product.

Every incoming call and appointment should be handled with a taught, deliberate process; appointments made incorrectly quietly kill conversion.

People resist change because it's uncomfortable, so you must explain how a new way benefits them and why you're doing it that way before they'll adopt it.

Personality profiling (DISC-style high D, high I, etc.) lets you place and coach people to their strengths rather than forcing everyone into one sales mold.

When a prospect fixates on getting three prices, remember one will be high and one low — reframe the conversation around value and the real cost of the decision.