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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Get The Wrong Answer!

Ask the wrong question… you get the wrong answer. In fact, ask the wrong question, and you can’t get the right answer. For example: A business project fails. The owner asks— Who’s to blame? Wrong question. It’s not how to

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Are You Willing To Walk?

Coaching negotiation skills, I stress: You must be willing to walk. Willing to walk away from the deal… from the person, from the situation. Not necessarily walk away completely… but at that moment when you must— and should—exercise control over

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Some Betters!

My favorite saying is— Ask better questions, get better answers. What are some better questions? (That’s a good one, right there!)— How do I optimize my life? How will I pay it forward? What are my priorities? My chief definite

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Choose Any Day!

My year-end strategy works. Every time I use it! Why wait ’til year-end?— Let’s look at the past: What happened this year? What can I learn from it? What worked? What didn’t? What will I change immediately? What will I

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What’s Your Limiting Step?

Working hard. Priorities in our face. Stressed. We stopped and asked: What’s holding us back? What’s our limiting step? The one thing that’s stalling us. We figured it out. It was our delivery system. Wasting time, money, and attention. Unacceptable

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Not Perfect, Done!

Mistake. Problem. Failure. Negatives? Or the beginning of wisdom? They’re needed for growth. Essential for development. They accelerate our progress. We learn from our mistakes. We solve our problems. We fail forward. You can’t win if you don’t do. You

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Every Time You Do It!

What should you do when you screw-up? When you miss a commitment? You don’t keep your promise? You hurt someone? You acknowledge your mistake. You apologize sincerely. You do what you can to make it up. You promise yourself to

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