by Art Waskey | Jul 22, 2026 | Art of Sales Weekly, Featured
Creating new relationships
I recently read two articles about developing trust on the SmartBrief on Leadership blog. They were “This Advice from 1751 Can Help You Be Better Liked Today” and “7 Ways to Build a ‘Circle of Truth’ as a Leader.” This reading coincided with a summit I recently attended where I had the opportunity to meet people and establish some new contacts. Several of the young professionals I met commented on how easy it was to get to know me. The ability to create new relationships is an important asset for a business person, so this was more than a compliment.
Trust me
I have found that getting to know someone first and foremost involves establishing trust. The blog posts mentioned above have some good ideas on how to do this. In this article, I share with you some of the important steps I have learned to take when developing trust in a professional relationship.
Care before credibility
“People don’t care how much you know until they know how much you care.” This statement has been attributed to US President Theodore Roosevelt, motivational speaker Zig Ziglar, best-selling author John C. Maxwell, and others. This quote emphasizes that you must show genuine care and empathy toward others if you want them to value your knowledge and expertise.
Trust begins with a question
Meeting someone new is often fraught with anxiety – there are so many unknowns. Generally, both parties are anxious regardless of their backgrounds. To alleviate the tension, someone must take the lead in getting the conversation started. I suggest opening with a question. Let the person speak and stay out of the exchange. This gives your new contact time to relax. If you spearhead the dialogue for 20 minutes by listening, your newfound relationship will develop into trust.
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by Art Waskey | Jul 15, 2026 | Art of Sales Weekly, Featured
The ability to build new relationships is an important asset for a businessperson, but getting to know someone is no easy task. I have found that establishing trust is a critical step in building a new relationship. Trust is a reverse psychological phenomenon — the more you get the other person to talk about themselves, the more they trust you. People are naturally attracted to others who make them feel comfortable. A warm smile and engaging interaction can be the start of a lifetime connection.
Lead with questions
An easy way to get a conversation started with a new acquaintance is to ask about their career. Inquire as to where they work, what they do, and how long they have been in their current role. You will find that leading with questions opens many doors.
Listen up
Always approach a new relationship by demonstrating genuine care through thoughtful questions and active listening. You will find that you can get anything out of life if you just help enough other people get what they want in life (ziglar.com). Also, showcasing what you know does not help develop trust with others. The counterintuitive secret to successful relationship building is that the more you get others talking about themselves, the more they trust you. Influence does not develop by speaking but by listening.
Enthusiastic engagement
Once you establish trust, continue to build your new friendship with enthusiastic engagement. Communicate your appreciation of your newly established relationship through texts and emails. Be sure to add all new acquaintances to your contacts list.
Common sense
Establishing trust is the most important step in building a new relationship and you do this by listening. The many friends I have made in my professional career are proof that this common-sense — but not common-practice — approach to establishing trust works.
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by Art Waskey | Jun 23, 2026 | Art of Sales Weekly, Featured
A career-long blind spot
I learned later in life that the best salesperson I worked with in my 50-year career often felt I did not fully acknowledge or praise her success. We worked together in industrial sales in the 1980s and 1990s. At that time, sales was still largely a man’s world, which made her achievements even more remarkable, considering that she outperformed them all.
At our annual companywide business celebrations, I always praised her for exceptional performance, yet she still felt unappreciated by me. I did not realize that I was continually qualifying my praise of her with a “but …”. I learned many years later that praise followed by criticism never works.
Understanding the “but”
In my mid-70s, I set a goal to continue to engage with gifted mentors. One of those mentors recently reminded me of a book we read, The Rest of the Gospel: When the Partial Gospel Has Worn Out, by Dan Stone and David Gregory. That book made me realize that I often put inappropriate comments before and/or after a “but” when offering words of praise. To genuinely encourage someone and work toward a good solution, you need to work with that person’s specific circumstances. The key to doing this effectively is to carefully place your “but”, if it is necessary to use it at all.
In retrospect
Looking back, I can see that I would have been more effective and helpful by referencing opportunities for my colleague as part of my praise. I knew her abilities and should have discussed how they could be best applied to strategic solutions. The key to genuine praise is presenting encouragement either after the “but” or without a “but” at all.
Empower with praise
The placement of “but” in our feedback determines whether we deflate or empower. Praise followed by criticism (“You did great, but…”) erases the very success we claim to celebrate and leaves even top performers feeling unvalued. You need to reposition your “buts” so that the focus is on solutions and not just encouragement. In this way, you can transform your leadership from unintentional discouragement into genuine development. Make people feel truly appreciated for both their achievements and their potential.
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by Art Waskey | May 28, 2026 | Art of Sales Weekly, Featured
A career transition
I transitioned from being an executive of an industrial gases distributorship to being a deal-maker in that space. After spending 46 successful years in the welding and atmospheric gas business, I retired from my company position but continued to write, speak, and consult in that field. My consulting endeavors led me to an opportunity to broker sales for gases and welding distributors.
Expertise matters when selling your business
In early 2025, an independent welding and gases distributor, for which I did consulting work, asked if I would sell his business. In this industry, venture capitalists and international, national, and regional distribution companies have been buying independent distributors at a record pace. Distributors with $20 million and smaller revenue streams inundated with offers, sometimes for more than 13 players. Distributors, like the one asking for my help, are not able to deal with the number and sophistication of these types of transactions. Involving a person with industry expertise in the selling process is crucial to a successful sale.
Tapping into aggressive pricing offers
Today, the welding and gases distribution business, and many others, are of great interest to buyers. With years of experience in supply chain channels. The independent gas distributor needs a broker who understands the current market value of his business. When high-finance players need to collectively compete for the purchase of a business, they offer the most aggressive prices. The businesses I have brokered have received 10-15% more than they expected. We are seeing sales rates in excess of 15 times EBITDA!
Experience translates to dollars
The difference between selling your business yourself and using an experienced industry broker isn’t just about convenience; it’s about value. When you have someone who knows every buyer, understands their acquisition strategies, and can orchestrate genuine competition among them. You’re not just getting a broker, you’re getting an advocate who can increase your sale price by double digits. Lastly, after nearly five decades in this industry. I’ve seen firsthand that knowledge, relationships, and strategic positioning are worth their weight. In gold, or in this case, 10-15% more than expected, when selling your business.
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by Art Waskey | May 21, 2026 | Art of Sales Weekly, Featured
Lessons from The River
While exercising the other day, I listened to Garth Brooks’ “The River”, and it inspired this week’s sales/leadership tip to shape a meaningful life.
Here’s the first verse of “The River” …
You know a dream is like a river / Ever changin’ as it flows/ And a dreamer’s just a vessel / That must follow where it goes / Trying to learn from what’s behind you / And never knowing what’s in store / Makes each day a constant battle / Just to stay between the shores.
That line, “Trying to learn from what’s behind and never knowing what’s in store, makes each day a constant battle”, stopped me in my tracks. It reminded me that to shape a meaningful life — and stay between the shores, we must pay attention to our body, soul, and spirit.
The Body
Keeping your body in good health is your most important investment. Not much can be accomplished without it. The other day, I met a man at the recreation center where I work out. He was in his early 50s, out of shape, and overweight. He looked at me and asked how old I was. When I told him I was 76, he said, “Oh S__t!” His doctor had warned him that if he didn’t start taking care of his physical health, he wouldn’t make it to his 60s. To stay healthy, it is recommended that you work out 3 times per week, with 30 minutes of aerobic exercise each time.
The Soul
Philosophers tell us the soul is the immaterial aspect of a living being — the residence of mind, will, and emotion. To keep them coordinated, you must constantly feed your mind. The mind has characteristics similar to the body: if you don’t exercise it, it will atrophy. Challenge yourself mentally every day to nourish your soul.
The Spirit
Our spirit enables us to find peace in the midst of life’s many challenges. From a Christian perspective, the spirit is dependent on your relationship with Christ. For others, it may be a different religious belief, or something as simple as being in nature. Whatever your circumstances, be sure to nourish your spirit as it allows you to experience peace even in the middle of conflict.
Stay between the shores
The river of life never stops moving, and neither should you. Tend to your body, challenge your mind, and nurture your spirit — because staying between the shores demands all three.
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by Art Waskey | May 14, 2026 | Art of Sales Weekly, Featured
This article was inspired by a woman whose career path demonstrates the timeless traits of success. Her early entrepreneurial business endeavor was a bookstore. When her husband was promoted, they moved, and she had to find a new path. In her late 40s, with her children starting their own careers, she explored the workplace. After a couple of employment opportunities that didn’t complement her passions and talents, she decided to try real estate. Now in her late 50s, she is recognized as a highly successful realtor.
The Unchanging Nature of Success
We’ve all heard the truism –”Some things never change.” I find this is especially applicable to the nature of success. Neil Blumenthal, co-founder and CEO of Warby Parker, looks for very specific traits in his employees. He writes, “… I’m looking for proactive people, do their values align with the company? And part of that is, ‘learn to grow’ is one of our core values.”
Essential Characteristics
Here are three essential characteristics of successful people:
- Proactivity – Successful people are proactive in their approach to work. They have the intuition for getting ahead of problems before they arise. In the case of the realtor above, the compassion she shows for others in finding a new home enables her to know what her clients want. She listens for what may be hidden between the lines to get to an understanding of their needs.
- Cultural Alignment – Your skills and passion must be aligned with the culture of your industry. The realtor in the example above has an outgoing personality, a welcoming smile, and enthusiasm for people. She gets energy from her clients, and her excitement is contagious. Given the culture of real estate sales, these traits make her a natural for success.
- Commitment to Continuous Growth – Important to success in any profession is being purpose-driven for self-improvement. Also, you must be constantly curious and ask good questions. This requires a degree of humility. To close sales, there must be self-awareness, resilience, and, as already mentioned, enthusiasm. Commitment to continuous growth is an important trait to have.
Human qualities drive success
Whether starting a bookstore in your 30s or excelling in real estate in your 50s, the formula for success remains constant: proactivity, cultural alignment, and a commitment to continuous growth. These timeless characteristics distinguish high achievers in every generation and in every field. Remember, while industries and technologies may change, the human qualities that drive success never do.
