Archives

You’ve Got A Big Ole’ But!

Man you’ve got a big ole’, good lookin’, juicy But!  To get a But like that, it must’ve taken many years of hard work to get that kind of But.  You’ve made excuses, exceptions, reservations, and countless other adjectives of limitations in an effort to border why you can’t do something. In short, you’ve allowed […]

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Talk To The Hands

Do you realize you say more nonverbally than you do verbally? In sales, we think we have to learn 9000 different word tracts in order to overcome every possible objection, but the truth is you may be losing the potential to make a sale based on your body language-the non verbal cues you are displaying […]

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More Emotion, Less Logic

What’s rational about buying? NOTHING. In sales, we work in a world full of irrationalities. Is there any rational, logical reason why a customer decides to trade in their vehicle? Maybe it’s because of the newest color, or possibly they fell in love with the lifted Jeep chromed out with shiny, oversized rims and tires, […]

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Dollars In The Darkness

“What’s done in the darkness will always come to light.” Many fallen political figures, celebrities, and athletes have had this adage stamped on their careers…as well as yours. It’s what you are doing in the darkness that is hindering your sales career. The difference between meeting your draw and exceeding your wildest expectations is what […]

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What can’t be undone and the power of T.W.O.

Scrambled eggs can’t be undone. Neither can your past. The only guarantee in your life is right now. Often we focus on the tiny rearview mirror affectionately known as our past, instead of being fixated on the large windshield of our future. You can’t be bitter and sweet, you can’t be hot and cold, neither […]

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Everything Counts

When it comes to children, everything counts. What you do or don’t do counts, and if you think it doesn’t or they won’t seem to notice, try turning on any celebrity reality show where the patients have to get in touch with their inner child-their problems always seem to go back to their childhood. I was […]

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New wines, old wineskin

Centuries ago, before elaborate bottling processes and wineries, wines were transported in wineskins. It was advised to never pour new wine into old wineskins because old wineskins were contaminated with fermented bacteria. New wineskins lose their pliability as they age and burst when the new wine is poured into old skins, the skins no longer […]

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Stop looking for the hole in one

Statistics reveal the average golfer has a 1 in 12,000 chance of hitting a hole in one; the statistics can’t be much better for a salesperson looking for a lay down. You know the customer who comes in with the Sealy Mattress strapped to their back looking for an anything goes kind of deal. If […]

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Not everyone can roll in a Beamer

Dr. King believed, “The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.” What is a motivational quote for most was a creed for Todd Beamer and thousands of others that fateful 11th day of September 2001.  A […]

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Ain’t got know time…

Benjamin Franklin once said, “He that is good for making excuses is seldom good for anything else.” We make excuses why we can’t squeeze another task into a day, especially when it comes to learning. We treat learning like we do exercising; we’ll get to it when we can. Eventually, a lack of learning, like […]

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