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Do you fear the result or the preparation
Posted on August 10, 2020 Leave a Comment
( 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 […]
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 […]
Don’t let your customers leave the same way they came
Posted on June 8, 2020 Leave a Comment
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 […]
Breaking free of NEGATIVE Confirmation Bias
Posted on January 28, 2020 Leave a Comment
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 […]
Square the Circle…don’t Circle the Square
Posted on September 18, 2019 Leave a Comment
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, […]
Quit reading
Posted on September 9, 2019 Leave a Comment
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 […]
Oooh you’ve got a big ole but
Posted on August 29, 2019 Leave a Comment
“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.” […]
You’re good…as of today
Posted on August 28, 2019 Leave a Comment
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 […]
It‘s not called First Replier
Posted on April 10, 2019 Leave a Comment
You want to separate from the herd of other salespeople? Respond instead of Reply…
Stop Apologizing
Posted on April 8, 2019 Leave a Comment
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 […]
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