Category: Behavior

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 […]

Your Emotions Are Killing Your Sales Opportunity

Your emotions are killing your sales opportunity. We cannot control everything in life. We plan. We prepare. We discuss. But ultimately, some things will be out of our hands. We can control how we react – in every situation. I don’t just mean physical control. I also mean emotional control. It seems impossible but our […]

Fifteen Years One Thing Hasn’t Changed

My kids came home from school and asked me about 9/11. It has been 15 years and the memories are as clear in my mind as the sky that morning. Before I began to tell them about my experience, I wanted to hear what they learned. Nick (age 7) told me a factually accurate account […]

Pride Is Expensive

Sometimes I am my own worst enemy. Ten years ago I wrote a thesis for my Masters Degree in Strategic Communications. The hypothesis: If you make an emotional connection with clients you can increase the lifetime value of those relationships to your company. I proved the premise and used it in my role as a […]