I love my books. I can remember not long ago when I hated to read books. (Thirty years ago.) Most people today, regardless of their age, still don’t like to read books. And if they do, they are fictitious and simply entertaining.

I like to read business books. They make me think.

On Friday evening, I grabbed a book I had read years ago and began rereading the underlined passages. I can’t read a book without underlining meaningful sentences and circling paragraphs while making notations inside the book jacket and utterly destroying the pristine look.

Cool your jets. I’m getting to the point.

The Nordstrom Way was the title and a passage on page 8 is responsible for this week’s reminder. “Then he gave McCarthy some of the most important advice a sales associate can get, advice McCarthy has carried with him ever since., advice that today he gives to new employees: “Relax. Stop worrying about making sales.” Easier said than don, thought McCarthy. In a hotly competitive Nordstrom arena of commission sales. When you stop worrying about money and concentrate on serving the customer, the money will follow.”

Similar advice comes from one of the friendliest countries I know of - Australia - when they remind us time and time again: “No worries.” This is another way of saying “stop trying to sell so hard and start lightening up.” So there you have it. A message worth taking to heart but a message that I fear 90% of you will fall on deaf ears. The action will soon be picking up again now that summer has come and gone.

Get ready to stop trying to sell. This works for Nordstrom’s and it will work for you, but only if you start focusing on your customers.