Highfill Performance Group

How can you not like a man who runs a beet farm after hours and hides weapons around the office? Anybody reading this who is not familiar with the character Dwight Schrute from “The Office,” well, I recommend you rejoin the human race and watch a couple of episodes. For the rest of us, I [...]

Here’s why some people can’t get others to change – they focus more on outcome rather than the behaviors needed to get to that outcome. I remember the first time I decided to diet. It was Christmas break, and I was coming home from my first semester at college. Unlike many who find the “Freshman [...]

Sales begin and end with the ability to create relationships. In their book the art of woo, authors G. Richard Shell (author of Bargaining for Advantage) and Mario Moussa discuss using strategic persuasion to sell your ideas while building relationships that will last. They share the following stories about Andrew Carnegie and Abraham Lincoln in their [...]

The following story is taken from What It Takes To Be #1 by Vince Lombardi, Jr. In this book, Vince Lombardi’s son  shares lessons on life he learned from his father. Lombardi Rule #4 can easily be applied to sales and the sacrifices salespeople must be willing to make to succeed. Lombardi Rule #4 says: Be prepared [...]

The following story was found in the book Changing Directions without Losing Your Way by Paul and Sarah Edwards, and shows the importance of attitude in making the sale: Just as we have to restructure our time, our energy, and how we manage and relate to ourselves, we may also need to restructure our attitudes [...]

The following excerpt is taken from an amazing sales book called “The Tao of Sales: The Easy Way to Sell in Tough Times” by E. Thomas Behr, Ph.D. If you ever want a book that goes beyond the typical sales suggestions and touches on how to actually move people through the art of pull rather [...]

Recently I went to the beach and took along a book called What Would You Do If You Had No Fear? by Diane Conway. After a year and a half of trying to sell in a recession, I needed the energy. I’m assuming you might as well.  The following story reminds us that the combination [...]