This Adversity Will Reveal Who We Are!

Adversity does not build character, it reveals it. How I react, act, and lead, right now, will reveal my character: to my sons, to my loved ones, to my friends, to my clients, to my neighbors, and to the world.

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Attitude and Activities

My client asked: How do I measure a new salesperson’s performance before she has enough time to start closing business? My response: Attitude and activities. He replied: I get how to measure activities. Calls. Appointments. That stuff. It’s attitude I

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It’s Personal!

People say it all the time—“It’s not personal, it’s business.” Really? Let’s think about it. Let’s pretend you have to fire me. And during the meeting, you tell me: “It’s not personal, it’s business.” Do I believe you? No, because

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Next?

When we train sales people, we ask them to focus on the next step, not every step. The next step must be taken before all the other steps are necessary. A journey of a thousand miles begins with the first

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Confirm! Get Bigger Results!

One of my all-time favorite sales questions is—Did I answer your question? A simple confirming question I ask after I believe I’ve answered theirs. I don’t assume I’ve answered them. I ask. I confirm. Why? To eliminate misunderstanding; to make

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Shouldn’t You Ask Better?

Ask the wrong question and you’ll get the wrong answer. In fact, if you ask the wrong question, you can’t get the right answer, except by accident. For example: A business project fails, and the owner persists in asking: Who’s

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The mind speaks, the body listens!

We live inside-out. It starts inside, with how we feel about ourselves, how we see ourselves, how we talk to ourselves. These internal thoughts and feelings determine how we act, what we choose, who we are. It starts inside of

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What’s Your PPP?

I ask salespeople I train to define their PPP—their Perfect Profiled Prospect. I ask EVERYONE to define their Perfect Profiled Person. Figure out exactly who you’re looking for. Here’s mine. My Perfect Profiled Person is someone who: I like, trust,

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Monkey Management***

When Hartman and I started together, he’d often ask me what he should do. To save time and energy, I’d tell him. He got good at tossing me his monkeys. Eventually, we decided on a different process. When he’d ask me what

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Invest In You?

I was intrigued by an article by Jon Westenburg about how to take control of your business and your life. Here’s the gist of what he said (with limited editorial comment). Write a list of 100 things you’ll do in

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Set Exceptional Goals!

I’ve used positive self-talk my whole career, liking the adjective “exceptional.” Old affirmations I said over and over, with enthusiasm—I’m an exceptional salesman. I’m an exceptional presenter. I’m an exceptional coach. Why not use that same “pump” word for goals?

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Failure, Like Success, Is A Choice

Just as there are universal laws for success, there are universal laws for failure. Those doomed to fail say: We can’t…You don’t understand…We’re different; our situation is unique…We don’t have the people…money…time…They say it repeatedly, not occasionally. It’s always something

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Dream It Up!

What a perfect time of the year! We reflect on what has recently passed; we dream up our new beginnings, our future selves. We don’t have to make any immediate choices, we’re just dreaming. We’re not judging, we’re not deciding

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How To Improve Earnings Immediately!

In my role as a leader coach, I attend many top-level meetings. Here’s what frustrates me and every other attendee who is serious about winning: We keep talking about what we’re going to do starting at some later date and

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Stop Sabotaging You!

Anthony Tjan of Harvard Business Review interviewed global CEOs and senior executives. He asked: Are your meetings achieving your intended objectives? Their answer: less than 40% of the meetings did! Over half of their meetings were unacceptable…but continuing! How does

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17 Highly Persuasive Words!

In Harry Mills book, Artful Persuasion, he lists the 16 most persuasive words in the English language: You/yours New Proven Results Easy Benefit Health Love Guarantee Fun Now Money How to Safe Save Free In Robert Cialdini’s book, Influence, he

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What Does That Mean?

Most of us speak in vaguely general terms; certainly at the formulation of a new vision, a new idea, a new endeavor. If we don’t clarify our idea further so we know the direction to go to make progress, we

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Do You Manage to Excel?

Most of us have trouble making good decisions. We make lists in our heads, on paper, online. Then, we start working from the top down. Most of us don’t even take the time to prioritize our list! Much of our

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Help Keep Them On Track!

In any organization, the people, those emotional moving bodies, are the most important, and the hardest part. It’s where most of us struggle. It’s where everything can get muddy because of the emotions, the history, the baggage, the distractions, the

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OMG Year-End!

What I’ve observed too often in businesses lately: The owners are pushing to close out the year strong, knowing what they most want sold, what can be delivered with optimum efficiency…and the inmates are running the asylum! 80% of the

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While You Still Have Time!

I talk to young and old, rich and poor. Many question their purpose in life, at work, at play. They struggle with what to do to make sure they become the person who they want to become, doing what they

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Dreamer or Visionary?

Everyone starts as a dreamer. Each of us has our dreams, what we’d love to do. Many of us do nothing about most of them. They are the dreamers: they dream their dreams, procrastinate, provide reasons why they can’t, and

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Your Meetings: Four Rules of Engagement

Four simple Rules of Engagement will keep your meetings focused, guarantee improved productivity, reduce the turf wars, while assisting you to fail fast and fall forward, to accelerate your momentum, your development, and your results! 1. Clarifying questions Questions to

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The Crime of Interrupting!

In a business session, I found myself wanting to interrupt my client. Knowing that interruptions are like stomping on someone’s thoughts, I controlled my impulse. I focused on listening to them as if they were the most important people in the world.

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What Only You Can See!

A business owner I know assigns a subordinate to set the company goals. He’s not an absentee owner, he’s there every day directing the company. This leader is making a serious mistake and he doesn’t seem to understand why. He

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Trainability?

It takes three things to be successful. Let’s concentrate on just one, trainability—the ability to assimilate new information, test it in your world, and learn what works and what doesn’t, on the fly, so you can use these newly learned

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Keep Learning, or…

It doesn’t matter the age you stop learning: you’re toast, finished, kaput! Those who keep learning stay young, they stay vital and valuable, to themselves, and to their community. It’s not about age, it’s about value: what you contribute, what you

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