Confidence Breeds Confidence

Confidence is crucial. If you don’t believe in yourself, your organization, your product, and your prospect, then your prospect won’t believe in you. The confidence that you emanate will help your clients be confident in their decision to choose you. People that lack confidence tend to overcompensate by being pushy and a jackass. And, just in case you didn’t already …

Is Your Beer Glass Half Full?

Most of us have heard the old adage about the way you view events in your life either being as a glass half full or a glass half empty. If you look at a glass that is filled to the halfway point and see it as half-full, then you are considered an optimist; if you view the glass as half-empty, …

Speed or Service?

It’s 9:30 a.m. I am in the Minneapolis airport and I’ve been up since 3:45 a.m. aboard various flights. I walk into TGI Friday’s for breakfast because I haven’t yet eaten. I’m met by a pleasant woman in her mid-30’s that escorts me to a table and tells me my server will “be right with you”. I look around and …

Duck, Duck, Goose

In elementary school, our teachers would have us play a game called Duck, Duck, Goose. The entire class would sit in a circle cross-legged (back then it was called Indian-style) and one kid would walk around the circle tapping the other kids on the head and say Duck, Duck, Duck, and finally one person was the Goose. If she said …

What Do You Do In The Dark?

The Super Bowl is the most watched event on TV each year. Over 100 million people tune in to see the spectacle, advertisers pay $4 million dollars for 30 seconds of airtime, and players spend a lifetime of disciplined practice trying to win the game so they can call themselves champions. And last week the power went out in the stadium for …

Stop Doing That

In your quest to make resolutions for the new year, you probably have said “I need to do this”, when in reality you probably need to say “I need to stop doing this”. Need examples? To lose weight, you need to stop eating food that’s bad for you. To get in better shape, you need to stop sitting on the …

Sell Like Santa – Part 2 of 2

In Part 1 of this post, I talked about making a list and checking it twice… basically allowing you to see how much time you actually spend on sales activities. Today we’re going to find out who’s Naughty & Nice. Start out by finding a quiet place and taking an inventory of all your customers. Some salespeople have hundreds of …

Sell Like Santa – Part 1 of 2

We all know the song: He’s making a list, checking it twice. Gonna find out who’s naughty and nice. Santa Claus is coming to town…  (If you’re like me, you can’t even read those words without singing it in your head. Of course, if you’re like me, nobody wants to hear you singing outside of your head.) According to legend, …

Your Customer Has The Brain of a 13-Year Old

Science has proven that middle adolescents, aged 13-15, get more selective about peer friendships and relationships. It makes sense; when you were five years old, you could know somebody for eight seconds and you proudly declared them “your friend”. As children get older, they experience more disappointment, sadness, and loss, and that makes it harder for them to trust people …

No More Twinkies

In my twenties, I smoked cigarettes… a lot of cigarettes. I was up to around two packs per day. I was short of breath, embarrassed of my habit, and my car smelled funky. Even though I told myself I needed to quit, I only really tried to quit five or six times. Thankfully, I did quit… but not until I took action. I …