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Episodes
Confident, Courteous and Curious
While conducting a phone interview for a sales position for one of my clients I asked what he believed was his greatest sales weakness. He stated that breaking the ice with someone new seemed to be awkward and...
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Fear, S.M.A.R.T and Great Earbuds
Fear I recently sat in on a discussion about fear. Fear is described as a distressing emotion aroused by a perceived threat. The threat can be real or imagined. Fear and anxiety can cause inaction and all types of...
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I Choose Happiness
Welcome to the first Monday of 2011. I hope you are looking forward to it. I know that I am. I hope you decide to be happy in 2011. As I reflected on 2010 I determined that my greatest success was the relationships...
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Eulogies, Mark Twain and Your Story
Early in my sales career, I participated in a Stephen Covey Leadership Seminar where I was asked to write my own eulogy. The purpose being to make me take a hard look at what people closest to me would say at my...
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Are You Having Fun?
Should selling and work be fun? Yes, I believe it can but what is the ingredient that makes this possible? Dan Miller states in “48 Days to the Work You Love” that 85% of finding work you love is knowing who you are....
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Why Write It Down?
My twenty five year old son, Nick, is working in a sales position with a large company that has a reputation for developing young professionals. He recently participated in a goal setting exercise. At the end of the...
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THEIR Interest, Not Yours
One of my clients called me this week with some exciting news. He was referred by a friend to a potential prospect. What makes this exciting is two fold 1) Referrals are one of the best ways to grow your business 2)...
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Do Unto Others
This week I am featuring an article written by one of my closest friends, Jason Cruise. We have spent many lunches at Bishop’s in Franklin, TN discussing God, marriage, children, business and too many subjects to...
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One Reason People Buy
Are you excited and passionate about the product or service that you provide? I hope so and you should be. I can’t imagine selling anything that I didn’t believe in. Many times during casual conversations with...
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Simple…but Not Easy
Recently, I was listening to an interview with Jillian Michaels, trainer from the “The Biggest Loser”. She made a profound statement; “the concept of weight loss is simple, burn more calories than you consume and you...
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Be in the Moment
Most people will admit that life can become hectic if you allow it. It can sneak up on you. One moment you are making a new resolution to control your time and make quality deposits in the most important areas of your...
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What Are You Listening To?
When I started my sales training approximately twenty eight years ago, I listened to nothing but positive and teaching information. I did this every day. More importantly, I chose the material that I listened to. Some...
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