When you were a kid everything was a question...today they’re all periods. You used to ask, “Can I?” & “Why not?” Today you assume “I can’t” & “I won’t.” (HT: James Altucher’s book “Choose Yourself” good book & podcast)
Here’s your litmus test: If have to reason...explain...& justify why you’re doing something productive, then you need to limit your “hang time” with them
Sometimes in the course of the conversation I’ll tell people that I ran 5-6 miles before coming to work & they’re like, “NO WAY I could do that!” At one time I was that way too. Initially hard for me was just getting up early...then hard was running 1 mile...then…
It’s been said that a person’s success can usually be measured by the number of difficult conversations he’s willing to have... Think about that one... The areas where you’ve been successful were probably due to you leaning into difficult conversations... & the areas where you’ve failed are due to running…
Think of your results in layers: Layer 1: You fell into a deal Layer 2: The customer wanted your product anyway & they bought it from you. Layer 3: The customer was 50/50 & you did such a good job they said yes. 🔥🔥Layer 4: This is the UNFAIR ADVANTAGE…
So you pulled out ANOTHER month, right? Every month you find yourself in a situation where you have 3 days to pull your month out... And you did it! But you start a new month off frustrated, yet relieved that you pulled your month out... You’ve proven to yourself that…
VC firms have what’s called “Deal Flow,” meaning they’re constantly investing... You hear of the VC’s who got in early with the Facebook’s, Twitter’s, & Ubers & you think, “Wow! They hit it BIG!” They didn’t hit it BIG, they hit it many... Because what you don’t see are how…
A friend of mine has been so committed to earning his health back that he was rushing to the gym after work to put in a 12 minute workout before they closed. He was feeding the ego... Most people would say to themselves that it’s not enough time to make…
I was talking to a new salesperson who was coming off of his first month in sales... When I asked him how did, he he told me that he had to stop thinking like his old job... In his previous job he was a recruiter in the military & he…
Stress can be destructive...but it can also be a powerful resource as well depending on which bucket you put a stressful situation into. Threat or Challenge? How well you perform under pressure depends on if you perceive the situation as a threat or a challenge. If you see it as…
Name any sport in any year & a team(s) is going have to deal with a season-ending injury of a star player. As devastating as the loss is, the team has to figure out a way to win without them. Shift happens... Seeing injuries I’m reminded of 3 things: 🔥We’re…
Authors are told that they should never read their reviews because the tendency is to get discouraged once you read the scathing opinions left behind the 1 ⭐️... When you release your art into the world-whether it be a podcast, blog, video, or even selling, & someone disses your work,…
An aging athlete admitted, “I’m getting older...but the game stays young...” I think we forget that in sales... We’re like the old southern preacher who’s 75 years old with dyed jet-black hair slicked back... We don’t realize we’re getting older but the sales game stays young. Sales isn’t a young…
If you don’t like math then you probably don’t like success either... because success or a lack of success is all powered by the numbers. In his book, Shut Up & Listen, billionaire Tilman Fertitta stresses that you must know your numbers to grow your success... Most people fall into…
“Sell me this pen 🖊 “ Years ago that was the interview question to get a job in sales... 21 selling years later I still couldn’t answer that question... Because I’d always thought about what a pen is...& not what it does. This is not just for those in the…
From the mountaintops, I’ve always shouted, “Stay out of your comfort zone,” because your comfort zone traditionally was thought of as a source of laziness. I believed that until now... NBA legend Michael Jordan said, “People don’t believe me when I say I practice harder than I play, but it’s…
Some people seem to have the bounce back gene... No matter how big the blow, they always seem to bounce back better than before. Salespeople have the bounce back gene... The bounce back gene is made up of Influence & Persuasion. As a profession, salespeople have to use influence and…
The day after a bad day When you have a bad day, the following day is a “Breakthrough Day...” because the fact that you didn’t lay down, call in or hide, & showed up, the day after a bad day, is persistence in the making... annnnd because you showed up,…
Your struggles ain’t all for you. Nobody likes to struggle...& life is the only one qualified to teach you struggles...But struggling is a valuable asset in your life. It hurts to learn but the lessons end up being priceless. Struggles are for you to Show & Share.Because I believe 1/2…
What makes you a BIW? If I asked you what are you Best in the World (BIW) you’d probably say, “Nothing,” bc you’re comparing yourself to someone else. BIW is not about what’s on the wall...it’s about what’s in your mind. BIW is a mantra ...an ethos...where you show up…
Wayne Dyer said, “When you change the way you look at things, the things you look at begin to change.” Your success is determined by how you look at things & if you choose to look at things differently, things begin to change for you. Amazing... But sometimes it’s like…
Wally didn’t feel like playing the baseball game that day so he said, “Go ahead & let the other guy play...” The problem for Wally is that the other kid never gave his Wally his position back. You’ve probably never hear of Wally Pipp, but you’ve probably heard of Lou…
“This time it’s gonna be different!” “This is it!” “This is hard...” “This is b.s.” “This is ridiculous...there’s no way this is gonna work for me...” “Oh well...” When enough is enough...& you’re sick & tired of being tired, you push off to change... Only to realize early on that…
You've said it... I've said it... We've all said, "Hang in there!" I never liked the phrase because the implication always seems to be wrong. "Hang in there," is active not passive. Normally when you hang in there you passively sit like a big lump waiting for fortune & favor…