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Long Sales Cycle Reveals Much About Self

I’m in the middle of a long sales cycle and I needed a break so I cleaned out my garage yesterday. That may seem like an awful chore to you but to me it is a metaphor for organizing my thoughts. I love my garage. I’ve made it into a do-it-yourself workshop in which I […]

Jump Start Your Sales and Your Thinking in a New Year

Each week I highlight five things you can do to jump start your sales.  I call this “Five for Friday.  Here are the five things to jump start your sales this week. One: Fast Start We are just a few days into a New Year.  You still have time to get 2018 off to a Fast […]

Push The Reset Button

When I was ten- years-old my parents bought me an Atari Video Game system.  I loved that thing.  I was only allowed to play with it on weekends and holidays (so it didn’t interfere with my school work) and I looked forward to getting a new game each week and mastering it. Of course, the […]

Tools Training and Sales

Tools and training make a huge difference in how you view sales. How do you think about sales? Is it something you want to do? Or is selling something you have to do? In my front yard, we have a small fountain. Water flows through tubing hidden inside several large stones and out a hole […]

How To Improve Self-Esteem

Self-esteem is the most important aspect of sales. You are who you think you are! If you want to grow your book of business you must think of yourself as the person you want to be. For example: You have two widely different sales years. In year one you close $1 million in new business and […]

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 […]

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 […]

Who Are The People Around You?

Have you ever wondered why some people always achieve excellence in everything they do?  We have all come across people who, no matter what life throws at them, always seem to succeed.  Sure they take some lumps from time to time.  Yes, they have an occasional setback.  But ultimately, they are winners. There are many […]

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 […]

How To Achieve Your Goals

Setting goals is one of the most important elements of success. But a goal is just a wish until you take action toward achieving it. There is one step in between setting the goal and taking the action that you cannot forget. You need to visualize the success you will have when you achieve the […]