Archives

Do you fear the result or the preparation

    ( The Iron Man of Major League Baseball Cal Ripken, Jr. was asked how he handled fear. He said that, when he played, he didn’t fear the result- such as the outcome of the game being decided by his bat or glove…he feared the preparation. “How I field a ball in Pee-Wee League […]

Read More

Drop the excuses and discover the reasons why you’re underperforming in your sales career.

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 […]

Read More

Don’t let your customers leave the same way they came

Make sure your customers don’t leave the same way they came in…meaning if they leave with the same thoughts, objections, and concerns that they came in with, then you haven’t done your job as a salesperson. You know those Russian Babushka Dolls that are several dolls in one? When you open the bigger doll, there’s […]

Read More

Breaking free of NEGATIVE Confirmation Bias

  Confirmation Bias is good…when it’s good. But when things aren’t working & you’re on a slick spot your actions confirm the doom and gloom. So how do you break free of Negative CB? Individualize it don’t personalize it. If you personalize your moments, you’ll try to handle them emotionally & your emotions will only […]

Read More

Square the Circle…don’t Circle the Square

When I’m pressed for time, I’ll run a quick 2 miles around the road that circles my house. (4 laps = 1 mile) Because I had to force myself to hit the road, I try to hurry & get it over with by cutting the corners instead of fully rounding them off. At the time, […]

Read More

Quit reading

Evan Carmichael said, “Reading doesn’t have to be your top priority, but learning should be…” So maybe reading’s not your bag, but just because you don’t like to read doesn’t mean that you shouldn’t learn. You’ve just got to find the way that works better for you. I get it… Reading may feel like a […]

Read More

Oooh you’ve got a big ole but

“I love you…but” “I want hire you…but” “I want to buy from you…but” 🔥The buts negate everything. & you only hear what comes after but. Your skin color, neighborhood, family, your past, present circumstances, nor the fact that you didn’t graduate high school nor go to college… They’re not holding you back… It’s your “buts.” […]

Read More

You’re good…as of today

Whatever is considered “Best in the World” today is going to be obsolete tomorrow. Technology is changing… & if technology is changing so are tendencies… & if tendencies are changing, so must your techniques. Oh I get the fact that you’re all that and a bag of hot Funyuns… You’ve exceeded your wildest expectations… Making […]

Read More

It‘s not called First Replier

You want to separate from the herd of other salespeople? Respond instead of Reply…

Read More

Stop Apologizing

In his book, “Lose Well,” comedian Chris Gethard  writes, “When we decide we want to shift the standard of our life to include something new and out of the box, we tend to spend a lot of time apologizing for it and justifying it. People we encounter express incredulity and we scramble to downplay the […]

Read More