Paul talks with the president and owner of Industrial Bolt & Supply, Michelle St. John, about her tactics for self-motivation and customer satisfaction during these ongoing tough times. Show Notes Make big, but realistic, promises. Don’t under-promise or you may end up living down to those low expectations. If you are facing supply-chain issues, looking for alternative and creative solutions is critical. “Giving your salespeople the tools to help them retain their prices is important.” Michelle St. John “The better your plan, and then the better your commitment to your plan—your ability to commit to the plan and work the plan—the better your outcome.” Michelle St. John “We know that we can’t possibly pitch a solution until we’ve garnered some trust.” Michelle St. John “More communication is better. We want to empower our salespeople, and we feel like information is power.” Michelle St. John Hope is in high demand in tough times. Be a merchant of hope for your peers and your customers. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Find out more about Industrial Bolt & Supply. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.