If you’ve experienced success in your selling career, then you are more likely to be successful in the future. Everything builds and grows until you are selling almost instinctively. You begin to anticipate objections and opportunities for closing. And, you have stories to tell that help you do this. You can help your prospects see […]
Behavior Reveals Your Environment – It's a Poker Game
September 18, 2008 by Leave a Comment
On August 9th I made a post entitled Environment Shapes Behavior. I was amazed at the interest in that topic so I’m going a little deeper on this topic. Since environment does shape behavior, it only goes to reason that your behavior reveals something about you and that environment – which consists of your personal […]
Risky Business or Built to Last? – Here's How:
September 12, 2008 by Leave a Comment
Lately I have been hearing a lot of talk about being transparent in your business. By this most people mean being genuine and authentic. I’m also hearing more about growing a business by getting your customers to love you. Still others are saying "friends do business with friends." How do you feel about this? I […]
The Shaping Principle – How Leaders Make Their Own Luck
September 5, 2008 by Leave a Comment
Productivity is a top concern for leaders today. Most of us know we need to be focused to accomplish our goals. We also know that small steps, taken consistently, lead us to those goals. I grew up in Columbus, Ohio during the era of legendary Ohio State football coach Woody Hayes. Woody was known for […]
Sell More Using the 3 Step Happy Place Method
August 29, 2008 by Leave a Comment
One of the most overlooked skills in business is intuition. You heard me right – it is a skill. That means it can be taught and learned and strengthened over time. This is a skill that comes in handy in a number of situations. It’s a skill that golfers use to lag their first putt […]
Can You Sell What You Don't Believe In?
August 21, 2008 by 1 Comment
The other day I was enjoying a glass of orange juice from the Whole Foods Market that recently opened here in Naperville, Illinois. I was curious as to why this product was so much better than the others? I looked at the label for a clue and all it said was "fresh squeezed orange juice." […]
Be Cool in Your Business
August 15, 2008 by Leave a Comment
These days I’m hearing a lot of discussion about the importance of being authentic in your business practices. You’ll hear different language, like being transparent, being real – but in short, it all means one thing — Be Yourself. In the 70’s we called this being cool. It means not trying too hard – having […]
Environment Shapes Successful Behavior
August 9, 2008 by Leave a Comment
This past week I had the privilege of hearing the remarkable story of Bill Strickland at the annual convention of The National Speakers Association in New York City. Mr. Strickland has transformed the lives of thousands of inner city kids and their families by creating a center right in the heart of the poorest part […]
Be Prepared to be Confident in Your Business
July 30, 2008 by Leave a Comment
Yesterday I was riding my bicycle and was several miles into the ride before I realized I had forgotten my safety helmet. After years of triathlons and recreational riding this concerned me. I felt naked after I became aware of it! However, there was a storm approaching so I didn’t want to turn back. The […]
A Flexible Sales Process – It's Great for Your Customer
July 25, 2008 by Leave a Comment
It’s paramount in any business to have a reliable process that delivers your solutions for your customers. However, every customer is different and the application of that process needs to be carefully executed. Many of my customers are like me in that we enjoy learning about the personal lives of each other. This makes business […]
