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Sales insights

What and who are you thankful for?

11/29/2013

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Happy Thanksgiving!  What are you thankful for, and who are you saying thanks too?

Yes it’s that time again.  Time for turkey, stuffing, all the fixings, and let’s not forget - football!  We know we’re supposed to be thankful, but for what, and are we really giving thanks to anything or anyone?

What I see is, most not all and hopefully not you, have lost the meaning of Thanksgiving.  Thanksgiving is not about the turkey and feast, it’s not about football, and it’s definitely not about preparing for Black Friday sales (don’t get me started).  Sure those are all apart of the Thanksgiving holiday, but they are not what giving thanks is all about.

Thanksgiving, and this holiday time of year for that matter, must include giving genuine thanks and gratitude for all the blessings in your life.  What and whom are you privileged to have in your life?  Is your health something to be thankful for, how about your family and friends, what about having a roof over your head, and what about your customers and clients?  Don’t they deserve a little thanks and gratitude, with no strings attached, other than the times of year where you ask them for money?

Saying thank you, or giving genuine gratitude seems to be more and more rare as time goes on.  We get so caught up in the day-to-day demands that we’ve forgotten what’s truly important and whom has helped shape us to become who we are.

So here’s my advice; make a list of everything, every blessing and everyone in your life who’s had any impact at all on you and express gratitude.  After you’ve done that for your personal life, do it for your professional relationships.  Let people know just how grateful you are for them, let them know you want nothing in return, and then commit to them too go above and beyond and deliver even more of yourself in 2014 and beyond.  You’ll definitely stand out and you’ll definitely receive their gratitude and thanks.

Enjoy your turkey and feast, enjoy the football, enjoy your loved ones, and even have fun on Black Friday if you must, but do not miss the real meaning of this and the holiday season.  Express your gratitude.  It’ll fill you up like no feast or drink or toy ever could.

I wish you a very happy and healthy Thanksgiving!
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What do you do when you're ready to give up?

11/18/2013

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No one’s life is perfect, and in fact most lives are riddled with problems.  Some of these problems have external forces that cause them and some of the problems we bring on ourselves.  Have you ever just been so overwhelmed you wanted to throw your hands up and give up?  What do you do?

These are great questions because most don’t have a strategy or strategies to deal with the overwhelm of problems that life inevitably throws your way.  One thing is for sure, whenever you hear someone tell you not to give up, and then give you any number of redundant quotes as to why, it really does nothing to help you.  

Come on, you know those quotes, and may even be guilty of using them yourself - the night is darkest just before the dawn, you only have to get up one more time, when one door closes another one opens, or success lays just one step beyond your failure.  While these may all be true, they presuppose you have the emotional game plan to keep pushing.

So what can you do?  Is there an emotional game plan or strategy to help you persist through what feels like overwhelming pain at times?  Absolutely!  Here are 5 steps you can take to keep causing yourself to push forward and feel a whole lot less pain:
  1. Get yourself into a powerful, centered physical state.  Standup tall, shoulders back, head held high, feet shoulder width apart, engage your core, and put a grin on your face that says nothing can stop me.
  2. Ask yourself a series of questions.  Who loves me and who do I love, what am I really excited about in life, what is my greatest passion, and what and whom am I truly grateful for?
  3. Make a list of every obstacle, challenge and crisis you’ve ever overcome, no matter how small they may seem.
  4. Go for a very brisk walk or run for a few blocks.  The exercise will stimulate endorphins, and they'll make you happy and centered.
  5. Seek out and associate with upbeat, happy and successful people.  They will, simply by proximity, make you feel better and cause you to raise your emotional standards.  This may also mean adjusting your peer group.
Problems are a sign of life and success.  They are inevitable, and no matter what you may think, life will always present obstacles. Following these five steps is part one.  Part two is realizing that someone has already overcome what you’re facing.  Find them, and pick their brain as too how they overcame your problems and challenges.

When you’re ready to give up, breathe and follow the five steps.  You’re not alone, and yes, your success is just in front of you.  It’s time to open your eyes see it, and go get it.
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The 9 Essential Emotional Skills necessary to succeed in Sales or as an Entrepreneur

11/11/2013

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No matter what your chosen profession, there are necessary skills that you absolutely must posses or you are guaranteed to fail.  Sales and entrepreneurship are two very intertwined professions.

Sure sales is more concrete than the idea of being an entrepreneur, but salespeople are by nature entrepreneurs.  They run their own businesses, and they have significantly more autonomy over their success than any other profession.  In sales and entrepreneurship there are 9 emotional skills that are absolutely necessary to succeed.

Fail at, neglect, or ignore any one of them, and your success becomes infinitely more challenging. These really are emotional laws to succeed as an entrepreneur or in sales.  Here are the 9, and what you need to understand about them:
  1. Confidence in yourself and your future.  This should go without saying, but I meet salespeople and entrepreneurs all the time that truly lack both.  Many simply don’t believe deeply enough in what they’re after.
  2. Positive Mental Attitude.  Life will kick you down repeatedly, and not just on a Monday.  Having the ability to stay positive when life is throwing challenges your way will hugely determine your success.  Negative thoughts are destructive, and they will cripple you.
  3. Never Satisfied with where you are.  Winners in life are never satisfied.  They are never pleased, because they know there are greater successes and milestones to be reached. Salespeople and entrepreneurs are driven for “more”.  If you find yourself satisfied, then you will become complacent and ultimately beat.
  4. Self-Disciplined.  Salespeople and entrepreneurs have tons of free time, and unless they have incredible self-discipline life will get in the way of their goals and ambitions.
  5. Child-like Curiosity.  The entrepreneur and sales mindset dictates curiosity.  It’s what uncovers opportunity, and it’s absolutely what solves objections.
  6. Desire to Succeed and go the extra mile.  These are not 9-5 people.  They are willing to do whatever it takes to succeed, no matter what obstacles are in the way.
  7. Hungry for Knowledge.  Salespeople and entrepreneurs are constantly upgrading their knowledge in skills looking for any edge to dominate the competition.  Those that lack this hunger get beat way to easily.
  8. Superior Listening Skills.  Life provides all the answers you need provided you are willing to shut up and actively listen.  Most people are too selfish and only care about their own baggage to listen effectively.  The biggest winners are the best listeners.
  9. There’s no such thing as Overtime.  Salespeople and entrepreneurs are on the clock 24 hours a day.  There’s no such thing as overtime, and in fact, they despise people who talk about working overtime.   Their drive in life allows them to make their vocation their vacation.  They are passionate people, and passionate people play they don’t work, and they especially don’t know what overtime is.


So there you have it, the 9 essential emotional laws absolutely necessary to succeed in sales or as an entrepreneur.  There either apart of you or they aren’t.  They can be learned, and the moment you abuse any of them, failure is sure to follow.  Live them and success is sure to thrive.
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