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Leverage Strengths: Claim Your Territory

The key to success in sales and in business is to leverage your strengths. Focus on maximizing the things at which you excel and ask for help in all other areas. In my backyard, just beyond the fence that separates our pool from the wildlife, is the Florida Everglades. It begins with a little lake […]

Secret of Successful Entrepreneur Revealed at Dinner Party

One of the most powerful business lessons I learned came during a dinner party. About a year ago an entrepreneur joined our family for dinner.  He just completed a deal in which he purchased, rehabilitated, and sold a business for a 300% profit in just 26 months. I thought this was an amazing turnaround.  He […]

Your Body of Work

The Internet presents a sales professional with a significant opportunity.  This is the perfect forum to increase your visibility, demonstrate your credibility and focus prospective clients on what makes you different. Let’s look at how a website can be your best friend. Visibility Everyone can be a star of script, stage, and screen on the […]

Do You Have A Bias For Action?

Have you ever wondered why some people always seem to “win” in any economy? It doesn’t matter what real estate values are.  It doesn’t matter what happens on the stock exchange.  Regardless of the economic growth forecast – these folks always seem to find a way to make a great living and live a great […]

Five Qualities Necessary for Sales Success

During this day and age of limited time and resources I am constantly being asked to boil success down to a handful of qualities. Everybody wants the five “secrets” to success. While I am hard pressed to limit the qualities of successful sales professionals to just five things, I can give you five qualities that […]

Who Cares More?

Training intensity makes a difference. In the gym the other day I was running on the treadmill when I spotted a woman walking around with a personal trainer. Well, I smelled her before I saw her. She was wearing perfume – lots of it – and so much make-up it looked like she was headed […]

Never Let Them See You Coming

Many people think being flashy is good.  They believe that showing off your wealth, your knowledge, or your skills is the way to win people over. Nothing is farther from the truth. If you want to attract clients, this may be the most important piece of advice you will ever receive. When it comes to […]

How To Overcome Rejection

You just lost a big account. You didn’t close the deal you were planning on closing. You were rejected on a sales call. These things can set you back. It happens because the failure gets into your head. You feel that just because one person didn’t want you, everyone doesn’t want you. In fact, just […]

Sales Pros Never Quit

Things are tough for sales professionals. Although many will blame the economy for their lack of success, the truth is that a lack of persistent, aggressive activity is really to blame. Consider these statistics from a business study conducted by Herbert True of the University of Notre Dame: 2% of all sales are made on […]

How Do You Know How Strong You Are?

How do you know how strong you really are? This is an odd question, I know, but the answer is incredibly valuable. Toughness is not always about being able to cut a good deal. My client base is made up of entrepreneurs, sales professionals and attorneys. All of these folks have to be tough in […]