Connection Category
Accept. Agree. Admit. Deliver
Posted on August 24, 2020 Leave a Comment
Recently on Jeb Blount’s Sales Gravy Podcast, Improv Specialist Gina Trimarco laid down the fundamentals of Improv. One of those is to accept what the other person is saying-even if you don’t agree with them. I’ve blown many deals because I didn’t agree with the customer. How many friendships and connections have been lost, blocked, […]
Screw the certainty, take the chance
Posted on August 12, 2020 Leave a Comment
Today Fredrik Eklund is the number 1 real estate broker in the nation, but it wasn’t that long ago (10 years in fact) that he left Sweden and came to New York as a real estate nobody. (Listen to today’s post.) After getting his real estate license he went to work for a small boutique […]
“Never let a bat go to waste.” Working your percentages even when it seems of no use.
Posted on August 3, 2020 Leave a Comment
Eleven-time Golden Glove winner, first baseman Keith Hernandez was taking batting practice early in his career with the legendary Pete Rose looking on. Rose yelled out, “Wow, Keith, you’re 300 hitter!” Rose went on to say, “You know players really make it harder than it is, Keith. Baseball is every day for six months. To […]
Drop the excuses and discover the reasons why you’re underperforming in your sales career.
Posted on July 27, 2020 Leave a Comment
Most books make you read 75% of the book before they drop the main points on you, but not Mike Weinberg in his brilliant book, “New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development.” Mike lets you have in in Chapter 2 titled, “The not so ‘Sweet 16’ reasons why salespeople fail […]
You first.| Commissions start with commissioning.
Posted on June 29, 2020 Leave a Comment
If you want to be commissioned then you must first commission yourself. If you want your sculpture to be out in front of City Hall, then first you have to sculpt. If you want to cater, then you must cater. If you want to sell, then you must sell. If you want to be a […]
No wagon, no band
Posted on June 24, 2020 Leave a Comment
People can’t jump on your band wagon because it’s parked in the garage.” ~ Sam Horn There are so many things that you want to DO: Mentor, speak, teach children how to read, help the elderly, raise awareness, sell homes, cars, and insurance, write a book, start a cooking show, teach how to apply makeup, […]
Get off your points & (back) into your ranges
Posted on June 23, 2020 Leave a Comment
In episode 535 we talked about making better decisions by listing a range of potential outcomes. Often the decision we made didn’t work out simply because we didn’t consider other potential possibilities. We moved forward on what we thought would happen not what could happen…and could won out, because you only factored in one point. […]
The line starts at “why” not “what.”
Posted on June 15, 2020 Leave a Comment
If you really want to make someone stammer, after they tell you what they do…ask them why do they do it? People don’t buy what you do, they buy why you do it & what you do simply proves what you believe.” ~ Simon Sinek You can’t skip the line & go straight to what without […]
7 days in 859 words| The Sales Life recap episodes 523-529
Posted on June 14, 2020 Leave a Comment
As much as I love to learn, it’s impossible for me to stay in stride with all of the podcasts and YouTube channels that I subscribe to. So if you’re behind on The Sales Life daily episodes, I’ll quickly recap them for you so that you can pick which ones are the right ones to […]
EMULATE, don’t imitate your way to success.
Posted on June 13, 2020 Leave a Comment
They say imitation is the highest form of flattery, but emulation is the highest form of success. Imitation and Emulation are more different than you might think. Imitation wants the outcome- the A to Z, but emulation is what it took to arrive at the outcome- B to Y, everything that came after the […]
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