Why Should I Listen To Him?

I was listening to my favorite Brian Tracy audio program, How To Master Your Time. Why is it my all-time favorite? Because it’s much more than time management; it’s optimizing your life by prioritizing what’s important, then scheduling activities so

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The Brightest? Not Hardly!

Watson and Crick, the discoverers of DNA—the secret of life—were asked why, with all the other brilliant scientists pursuing the answer, they were the ones who found it. After giving 4 or 5 expected “Aw, shucks…” answers, Watson observed: “We were not

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How To Hire Salespeople!

When hiring salespeople, make sure you test their basic selling skills. Do they ask good questions? Do they listen well? Do they have empathy skills to match their ego-drive? Can they stand and present? Do they communicate effectively by phone,

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How Will You Change?

I’ve been learning from Brian Tracy for decades. In his book, Maximum Achievement, he writes about the realities of the human condition. I read this over 20 years ago; I’ve read it often since. It got my attention. I committed

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Anything, Not Everything!

When I was much younger I thought: If anyone can do it all, it’s gonna be me. I was wrong and not just that I couldn’t do everything, I learned that nobody can. Until I grasped this universal law, I scattered my

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Why Use Zero-Based Thinking?

First: What is zero-based thinking? It’s a creative thinking exercise used to solve problems. It’s part of my strategy of asking better questions, so I get better answers to help me in life and business. Zero-based thinking starts by asking

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Done Is Better Than Perfect!

Striving for perfection is self-defeating. Anytime you set such an unachievable goal, you guarantee failure. Because it’s unachievable (and, therefore, not believable), we procrastinate, we start but never finish, and we beat ourselves up for not completing our task. We

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How Do I Get More Sales?

An owner with a sales force,  a sales manager with a quota, a salesperson, experienced or new, struggling or succeeding…they all ask the same question, for the same reason. How do I get more sales? They want to perform better

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Them or Me?

I hosted a round-table discussion with a group of veteran salespeople. We were talking about how to build trust while qualifying prospects, when I observed: Those questions are all about you, what you need, strictly “me”-oriented. That’s the wrong way to

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Our Happiest Dance!

To make 2017 the happiest, most fulfilling New Year, let’s forget those empty, soon-to-be-forgot resolutions. Let’s ask a question which will grab and re-grab our attention all year. What do I want to be, do, have, see, and experience, in

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A Better Me For Christmas!

The old is done, the new begun. I’m taking a close look at what took place this waning year; I’m planning for what lies ahead; I’m working to become a better person. Part of my process is to reflect on

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We’ll Make a Better List!

Every salesperson, every fund-raiser, every revenue generator of any stripe, complains of not having enough prospects, too few good names, and too many people not serious about doing anything. Let’s stop the bleeding. Let’s solve the problem. Let’s make a

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With Someone Other Than You!

Many owners seem to get annoyed when they realize how well their newly hired sales talent negotiated their compensation package. Huh! What? Why would you be annoyed? C’mon, you should be overjoyed! If a new salesperson has negotiated well to

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Six B’s That Guarantee Me!

Looking back through my journals, I found this from January 2nd, 2015, outlining what I aspired to be in the new year. It was to give me direction and to help me focus on my priorities, on who I wanted

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Don’t Let It take You Over!

A few months ago, my son, Justin, called me euphoric about an outstanding purchase he had made. I congratulated him and shared in his excitement. We celebrated together, paid attention to what was good at the moment, and then were

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Roll Out To Vote!

I always vote on election day. It’s my right and a privilege. I’ve voted Red and Blue and Other. There are many who don’t vote who demand to impose their opinion. If that’s who you are, I don’t need to

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Don’t Lose Your Message!

Don’t lecture me, remind me. The lectures just annoy. We’ve heard them so many times. Another one doesn’t help. But please remind me. Gently, if possible (I’m sensitive about my shortcomings). But I need that; I even want it. Reminders

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One Word at a Time!

Improved quality of life? Here’s how to guarantee it— upgrade your knee-jerk responses. One word at a time! Don’t get sucked in by habitual reactions… blurted out loud! Say No thanks! instead of No problem! when asked to do something

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Imagination!

Imagination… Where we twist. We tear. We forge. See big. See small. See ways. We ask. We test. We dare. Our fears create. Our achievements lurk. Our failures turn. Imagination!

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Leaders Lead!

Leaders lead. They lead from the front. They lead by example. They lead regardless of title or role. They need not be asked. They jump to the front. They demonstrate courage. They empower their people. They take a stand. They

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What’s Your Next Sale?

Want to improve sales results? Ask better questions. Of you and your team. If you’re in sales, ask: What’s my next sale? If you manage salespeople, ask: What’s your next sale? If you own a company, ask your sales manager:

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