- How's Your Passion These Days?
Who do you know that is on fire with passion? Are you? Have you had it in the past but are losing it due to some external circumstances? Do you feel in welling up inside you or do you feeling it slowly slipping away? - Learning Is A Process Not An Event
Most people don't read books 6 times. They figure, I read it once that's all there is. Try something. Go back and read any self-help book you have ever read or listen to a CD just a second time and I will guarantee that you will pick up new information that was there when you read or listened the first time but you missed it for some reason. - Detachment Or Disengagement?
We all have to learn life's lessons sooner or later. We can learn them the easy way or the hard way but life doesn't care. The lessons keep coming and coming. You can whine, complain, feel like a victim or you can get on with it. It’s your choice. - Can You Forgive Yourself And Others?
Who do you need to forgive and why? Remember forgiveness is not about the other person or what they did or didn't do, it is about who you are and who you are becoming, how you are growing and relieving yourself of the negative residual health, emotional and relationships issues that can be caused by failing to forgive someone. - Can You Detach From Outcomes?
Each of us has done more and less that we thought we would have years ago. Each of us will do more and less than we want to in the future. That's life! - Are You A Self Promoter?
I am telling you, education is important. Talent is important. Effort is important. Timing is important. The right contacts are important. But even if you have all of these, you can still never achieve greatness or sustained success without the willingness and ability to be a relentless self-promoter. - Above Ground, Life's Gifts To You
Your life is filled with choices that lead you to your enlightenment or keep you stuck in the ambiguity of adversity, disillusionment, distress, and discouragement. - A Lack Of Accountability Is One Of Corporate America's Biggest Challenges
If your organization lacks accountability I will guarantee that you have some morale challenges. Ignore these to your peril. - Common Communication Barriers
The keys to better communication in a relationship are recognizing the following differences, and the willingness to be flexible, accepting, understanding and non-judgmental of the other person's views, opinions or communication style. - Fighting Any Inner Battles Lately?
Communication in relationships is not easy. There are so many factors both internal and external that contribute to our interpretations, attitudes, reactions, beliefs – this list can get really long – The answer is the more you can share the truth openly the better chance you have of avoiding lingering internal battles, conflict, unsatisfied expectations and disappointment. - What Are You Searching For?
Life is a neutral process. It tends to give us what we desire, work for, and believe in. If we lack a clear vision, unrelenting belief, and consistent focused action, we will inherit the appropriate results. - Simplify Simplify Your Life
Simplifying life can range from an arduous task to a delightful process - it depends a great deal on what you want from life and to what you may be attached. - Knowledge And Success
Increased knowledge is vital if we are to continue to succeed in a highly specialized and rapidly changing world. Each of us needs different types and amounts of knowledge to succeed and prosper. They are:Career knowledge or business skills, self-knowledge, world knowledge, people knowledge, and common sense. Let's look at self-knowledge. - When Will You Know If You Are Successful?
Most people in life see their success as grounded in some future event, relationship or set of circumstances – or the past, with all its achievement and history. Future dreams and desires and/or past accomplishments. - The Rapids Of Change
Change Can't stop it and it's hard to live with. So what are your options?Enjoy the adventure of life today. Today is a gift. Be thankful and give to this day and take from it all that you can and all that you are. - Is Success Really A Secret?
If I read one more author who professes to have the ‘secrets to success,’ I think I will vomit. If there is any secret, it is that there are no secrets. Success in any endeavor, walk of life, career or relationship is the result of many factors, and not one of these is scribbled on the wall of some tomb hidden deep in the desert or jungle. - Everywhere You Go There You Are
In an age of increased stress, unending stimuli, hundreds of options in everything, the desire to have more, do more and see more, the increased pace of life and the relentless changes that bombard us every day – it is no wonder people everywhere in every walk of life struggle with becoming, making right choices, finding balance in their career and personal life, and feeling a lack of a general sense of "I am OK and life is good as it is now" and nothing needs to change in the future for it to be better. - Are Your Salespeople Sabotaging Their Success?
Many salespeople could be so much more successful than they are. All that is needed is a willingness to stop behaviors that hurt their success and replace them with actions and attitudes that will ensure success. What are some of the factors that limit salespeople’s success? See if you can see yourself in any of the following: - Why Not Teach Your Salespeople This Great Technique?
The critical ingredient in a successful sales outcome is the ability to get adequate and accurate information as early in the sales process as possible. Those of you who have read my books, previous tips, or have attended one of my sales seminars are well aware of the importance I place on the ability to ask good questions – in the right way, at the right time. It is unfortunate that many salespeople are still selling by going into a "feature DUMP" too early in the sales process – before they have learned: - Traits Of Six Figure Income Salespeople
Got what it takes to excel? Can your salespeople measure up? - Are Your Salespeople Confusing Your Prospects And Customers?
Over the years, I have observed hundreds of salespeople, who represented a variety of organizations selling both services and tangible products, lose sales and customers because of their inability to articulate concepts, ideas and benefits professionally. - Are Your People Busy or Hiding Out?
Over the years, I have observed many salespeople and their routines – daily, weekly, monthly and yearly. It is my belief that many salespeople waste a great deal of time. Some of the common time wasters are (there are many others, this is just a quick list): - What's The Role Of The Sales Manager?
To manage means to manage. To do means to do. Be careful you don't confuse these. - Are You A Planner Or A Crisis Management Expert?
One of the biggest shortcomings of many managers and business owners is the lack of ability, willingness or time required to plan. Planning involves a variety of issues, steps, agendas, requirements and time. In the long run, my experience tells me that managers who spend adequate quality time planning an activity, project, strategy, campaign or any business event will save money, time, energy and will contribute greatly to their bottom line, competitive position and overall reputation and success. - Successful Managers
Why not evaluate yourself on each to determine where improvement might have a positive impact on your management style, as well as the performance and productivity of your employees. The list is in no particular order of importance. - There Is No Substitute For Effort
One of the unfortunate myths today is that you and I can get rich without a lot of time, hard work and patience. Not so. Oh yes, some people may appear to achieve greatness quickly, but I believe it is better to build your future on a solid foundation of effort than quick good fortune, whatever the cause or source. - Potential Success In Network Marketing Is Unlimited If You Have the Courage
The opportunity for success, happiness, wealth and freedom in the foreseeable future in Network Marketing is staggering. - Success Is Between The Pages
During the past 100 years there have been more than ten million books published on some aspect of success, wealth, and happiness. How many have you read? - Sales Goals Are Not Etched In Stone
For years - thousands of managers, hundreds of speakers and trainers and dozens of authors have been preaching the benefits and value of: Self-motivation and goals as a way to achieve success, wealth and happiness. - Do You Listen With An Open Mind
Here are a few ideas to help you succeed in listening to "the bad news" or whatever doesn't match your own thinking or expectations: - Are You An Effective Communicator
I don't care what else you accomplish this year. If you can effectively address these three issues, you will be amazed at how much more profitable and competitive you can be in the market place. - Self-Promotion Is Your Key To Long Term Success
Regardless of their chosen profession, business or discipline each of the following are successful for a variety of reasons but one thing they all have in common is that they are or were ruthless self-promoters. - You Are Your Future
Each of us creates our future one decision, moment, action and thought at a time. Some people are creating futures filled with pain, loneliness, heartache, insecurity, resentment, guilt and fear, while others are today carving out futures filled with joy, happiness, peace, love and security. Why will some people spend their final years in negative circumstances, while others spend them in comfort - growing, sharing, learning, loving and being loved? Here are a few thoughts to consider today as you move through the decisions and actions in your present that will determine the quality of your life tomorrow. - If You Could Turn Back The Clock?
What would you change or have done differently? - The Path Of Least Resistence
What are the causes, symptoms, results, negative consequences, feelings, attitudes and benefits of both? Yes, there are benefits to being in a rut, and negative consequences to being in the groove.The path of least resistance doesn’t mean: - Life Changing Moments
I would urge you to understand the critical importance of each of the momentary events that has or will impact your future. They each bring with them a series of new consequences, challenges, opportunities, and decisions. - Should You Or Shouldn't You?
Many people today struggle with the need to know what will happen tomorrow, next week or this year. Some have the need to manipulate tomorrow or to have life be 'in order' or 'certain.' I can only tell you that one philosophy which has served me well all these years is: learn to embrace the unexpected and release the expected. - Just Because It Feels Right May Not Be Enough
Just because a decision feels right doesn't make it right for either the short or long term. Just because a choice feels wrong doesn't make it wrong again for the long or short term. - A Few Things To Consider As You Begin The New Year
What consequences are you paying today as a result of past choices? If you could go back in time with what you know now, would you have made different choices? If so what would you have wanted the new outcome to be? It is interesting to note that people who are happy understand that they made the best choices they could at the time, with the information, experience and insight that was available to them. When asked, ‘if you could live your life over, what would you do differently?’ The response is almost always, ‘nothing’. - Bad Decisions That Turn Out Right
Would you have ever guessed that a bad decision that you made and you knew it was wrong or bad when you made it, would have ever turned out so right? - A Time For Reflection
Want to make better decisions and choices? Work from knowledge, experience and a specific plan and answer the following questions. - Good Decisions That Seem To Go Bad
When a person makes a decisions or choice with any of the above circumstances or conditions they will tend to make decisions for the wrong reasons and generally these will turn out differently than we anticipated. - Decisions, Decisions, Decisions
The question remains - what criteria or benchmarks do each of us use as we make both the major and minor decisions in our life. - Your Power Of Choice
If I hear one time from some one "I am stuck. I don’t have any choices."Everyone has options. Everyone has choices. Not everyone always likes their choices or options, but they have them nonetheless in every situation whether they choose - Life's Choice Points
You and I can’t escape making choices or decisions. From what you wear and eat each day to who you decide to marry and what career you choose to pursue and everything in between there is no escaping the responsibility to choose and decide. - If You Want Your Employees To Improve, You Need To Keep Improving
It should be clear by now that if you think you are as good as you need to be, you need to think again. Let’s start with three quick questions:1. Are you spending time consistently improving your management and people skills? 2. What have you invested so far this year in your own personal and career development? 3. What is your working philosophy of routinely investing time and resources in your personal and career development? - How Can You Make Yourself Indespensable?
Look at the more common picture. Managers who feel they are indispensable often behave in ways that are contrary to their organization's success. Their goals, decisions, actions, and personality styles seem to communicate that no one can manage the roles and responsibilities of their department better then they can. They feel that without them, their organization or department would fail miserably. This is often the height of an out-of-control ego, arrogance, ignorance, and/or any combination of these factors. It can also be caused by poor self-image or insecurity. - Are Your Prejudices Getting In Your Way?
Because holding on to prejudices and judgments can seriously undermine your effectiveness as a manager, your challenge is to let go of them. Prejudices can take many forms, but generally are the result of your expectations, personal philosophy, experiences, life outlook, and personal agendas. - You Are Responsible To Employees, Not For Them
Do you treat all employees the same yet differently?This concept, at first glance, might seem to contradict the previous one we just discussed. But if you will carefully observe, you will see some very subtle differences. - In Management, Your Ego Is The Performance Killer
One of the biggest contributors to poor management performance, bad decisions, hiring mistakes, and a whole host of other problems is ego. - So, What Is Success Really
Many people have a contorted idea of what success is and isn't. So what's the answer? - How Many Times Have You Heard . . .
In 2006 I heard 58 times from prospects – "It's not in the budget, that's more than we had planned to spend, maybe next year we'll have more available cash, we need to do it but can't afford it at this time but keep in touch, get back to us next year - whatever," or something similar. Ever heard any of these? Well, if you have been selling for more than twenty minutes I'll guarantee you have heard something similar until you are blue in the face. - Don't Overcome Objections - Sell Value
Most prospects or customers want their problems solved. They know that you get what you pay for and that the distaste of poor quality lasts far longer than the sweetness of low price but- - Don't Lose Control Of Your Sales Cycles
I will bet you have a prospect right now as you are reading this where you have lost control. You are waiting for them to respond to your offer, appeal or whatever. I know because I teach this stuff and I am guilty from time to time of making the same mistake. How do you get and keep control? It is simple but not easy. - Determination Is Critical To Your Success
How are you doing these days? Things a little tough right now? Or are you reaping the results of your previous determination? Either way, keep the vigil. You can’t ever let up. Life won’t let you. The moment you do, you invite life’s scorn, wrath and another opportunity for failure, disappointment and pain. - Does Your Management Style Need An Overhaul?
During a period of uncertain economic times, mergers, acquisitions, re-structuring, increased influence of technology, increased foreign competition or any number of other market and consumer shifts, attitudes, trends and expectations, it is vital that management be aware of the impact of their management style on the performance and productivity of their employees. - Unresolved Conflict Will Have A Negative Impact On Your Happiness
If you don't have conflict in your relationship it is probably because you have a long distance relationship or are living in denial. - Have You Looked In The Mirror Lately?
Hindsight is 20/20 or so the experts have been telling us for years.There is only one place you can change the future and that is in the present. Yes, history can be a relevant teacher and the future can only look either dim or bright but at the end of a day or a year or your career all you have is memories. - How Do You Want Your Life To Be Different in 2007
OK, so 2007 has officially begun. The celebrations and food fests are over and it’s back to the grind of trying to achieve, improve, accomplish and move toward your 2007 goals (if you have them). - What If
What if this year- - Coaching Challenges
You cannot manage your organization from behind your desk. It is critical for coaching success that you circulate among your employees so you can observe behavior in action. - The Keys To Better Motivated Employees
There are two traditional methods of motivating employees today that are being used in thousands of companies and by tens of thousands of managers to “MOTIVATE” employees. They are: Fear or punishment and Reward or Incentive. Both of these motivational techniques are temporary and appeal to the outside-in need to be motivated and essentially will ultimately lead to poor motivational performance. - Want Better Performing Teams?
Any of these can be difficult to administer. Team leadership requires: finesse, tact, skill, patience, courage, a firm hand, good people skills, outstanding sales skills, ego control, judgment, effective communication skills, and planning – lots of planning. - How's Your Overall Productivity?
You can’t motivate anyone. People motivate themselves. The job of a manager is to create a motivational environment where people would want to motivate themselves. - The Keys To Improved Performance
I am often asked by my corporate clients how to improve sales or management or overall organization productivity. It is never a simple answer, as you can see from the above list. And that is not the complete list of issues that must be considered when you are evaluating productivity. - Delegating For Results
One of the biggest weaknesses of poor managers is their inability or unwillingness to delegate tasks, responsibilities or outcomes - Do You Know What's Working And What Isn't?
I will guarantee you that every manager can improve their skills in some area. Many managers focus only on what they are doing wrong while others only focus on what they are doing right. The problem with either strategy is clear - The Myth Of Sales Forcasting
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats of their sales staff due to the demands /expectations for sales increases of senior management. - Do You Know Who Your Competition Is?
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their competitors as other computer stores, retailers or manufacturers. People selling insurance, travel, furniture – you name it, whatever you sell, your competition is not just your direct competitors, but anyone and everyone who is trying to get a piece of the corporate or consumer dollar. - Do You Know What Your Lost Sales Are Costing You?
Have you ever computed the cost of your lost sales revenue in a week or year? - Is It Easier To Create Or Discover The Sense Of Urgency?
Urgency means the prospect needs a solution, answer, product, service NOW. Price is not the issue, terms are not the issue. Your ability to deliver according to their needs or expectations is the ONLY issue. - Negotiating Concessions
First of all, effective negotiation skills will NEVER make up for poor selling skills or attitudes. With that as a given, let’s look at some of the negotiation problems common to many salespeople today. Let me give you four basic negotiation concession concepts/premises, and then a little more detail on them. - Do Your Salespeople Have Walk-Away Power?
Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteristics that could contribute to this decision? Here are a few to think about - Still Selling By The Numbers?
Why are so many managers and trainers still teaching this garbage? I am not sure, but I can guess it is because they don’t know how to teach more effective prospecting so they want you to make up for poor prospecting skills with more calls. Now, here is a real winner for success. - Do You Need To Get Back To The Basics?
For many salespeople it would seem that a ‘let’s get back to basics’ approach would be in order for any number of reasons - Same Stuff - Different Day?
When you look at the sales process, there are six major pieces: attitude management, prospecting, presentation skills, disarming sales resistance and closing and servicing the customer for repeat and referral business. Let’s look at one (and there are many) creative approach in each of the five areas. - Got Any Sacred Cows?
I have not yet worked with or seen an organization that didn't have some policies, procedures or philosophies that were sabotaging their success. I'll bet if you look closely you can find a few in your organization. The questions you need to ask are: - Without Effective Feedback Employees Will Continue To Perform Poorly
It is amazing to me, after working with hundreds of organizations over the past 30 years and observing or coaching thousands of managers, executives or business owners, as to how many just don’t get this very simple management principle: you get the behavior you reward. If you want positive behavior repeated, reward it. Let people know you appreciate their effort, dedication, energy, time, etc. If you are getting negative behavior and you ignore it; it, too, will be repeated. - Making Top-Down Decisions Without Bottom-up Feedback Is A Sure-fire Way To De-motivate Employees.
I am not suggesting that every decision made in an organization, department, division or group should involve every employee’s concerns, attitudes, problems, wants, issues or needs. I am, however, suggesting that - Empowered Employees Are Up To You And Your Management Style
One of best ways to determine how empowered your employees are is to observe their behavior. Do they behave the same when - Want To Run Better Meetings?
Most meetings generally take too long, cover too little, end without specific plans, objectives or outcomes and waste time, money and resources. - If You Want Enduring Success You Must Keep Asking the Right Questions
If they wrote a book about your life:-What would the title be:-What is its plot or theme (comedy, tragedy, drama, documentary etc):-What is the title of the current chapter:-What is the title of the last chapter:-What is the title of the next chapter:-What do you need to do or change to make this an accurate forecast: - The Basics Are All You Need To Succeed In Sales
Want to succeed in selling? Master the following 25 concepts. - How Much Time Do You Need With Your Partner For A Healthy Relationship
There are couples who spend very little time together and have wonderful relationships. For them it isn't the amount of time they have but what they put into the time. These relationships are also uncommon. Time is a factor for most of us. We need time to understand, learn, grow, accept and love. These don’t come easily or instantly. - If Your Relationship Is Not Getting Better Every Day - Guess What
Many people in a relationship can be heard saying, "we are growing apart, you are not growing, I am growing faster than you or in different areas." It doesn't matter how this attitude is expressed, the bottom line is that both people are growing in different directions and at different rates of speed. This is natural and normal. No two people can grow in the same way, at the same time, and at the same rate of speed. - Do Words We Use Really Matter
I was thinking the other day (No cracks from my friends please.) about the subtle differences between words that are commonly used, sometimes not used or mis-used.Let me give you an example.I'm sorry. This simple two word sentence can be interpreted so many ways and have so many different meanings for both the person who speaks them and the person who they are directed toward. - Goals And Motivation A Simple Formula
Personal motivation is one of the most important issues there is for salespeople. Research has concluded that everyone has the potential for great motivation, but not everyone is willing to pay the motivational price to achieve whatever their dreams, desires or hopes are. A critical question that many people never really ask themselves is: what motivates me? What are some of the traditional motivators: - Are You On The Right Path Into Your Future?
What can we do to ensure we are on the right path, we stay true to it regardless of the pressures form others or our environment and find satisfaction in the journey along the way? - An Attitude Of Gratitude Will Ensure You Achieve Your Dreams
Have you ever noticed that some people seem to have more of some things or everything than others? More fun, stuff, friends, success, money, influence, achievements, wisdom, peace, harmony, freedom, just to mention a few. - Balance, Stress and Success
One of the issues facing many people today is the ability to maintain a sense of balance in their lives. My popular newsletter, Life Balance is designed to help people who are faced with the increasing inability to maintain balance in their lives. - Life Is Not A Dress Rehersal
Each of us is born, spend our days searching for peace, success, happiness, freedom, pleasure and then we die. Some people leave a positive legacy behind while others leave a destructive one. Some people contribute to the lives of their fellow man while others only take from society. And some people have a positive impact on the world while others have a negative one. - Journal Your Way To Success
It's never too late to start a business, career, life or relationship journal. You would be amazed at the results it can help you achieve. - Are You Looking In The Right Direction?
Are you looking in the right direction for the answers to your life's questions? Often we are tempted to look outside ourselves to our: spouse, company, church, friends, gurus and wizards for the answers to the burning questions about our life: - Time Is More Than Money!
Time is more than money. Time, when used effectively, will guarantee that you will always have time for what is really important in your life. There are two critical areas to ensure that you turn your time into money and more available time for other important life areas. - What Is Your Real Intent?
Intent is important but your success comes from your action - what you do. I believe it is important to have positive (good) intentions but show me what a person does and I will show you what their REAL intent was. - Who Are Your Role Models?
Who are your role models? Your heroes? And do you even have any? I believe one of the problems we have in society today is that we lack positive role models who influence us in a healthy way. Just look at many of the successful people today in: sports, entertainment, politics, business and religion. You don't have to look very far to find numerous examples of - negative role models. So why bother having a hero or role model? Role models can help us a great deal as we move through our careers, relationships and lives. They can: - Do You Have A Sales Advisory Board?
Becoming successful in sales and staying motivated without the help of others in some type of support system - formal or informal - can be a difficult assignment for anyone - Non-Verbal Messsages Are More Important Than What The Prospect Says
If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs. - Do You Talk Too Much?
One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT. - Effective Teritory Management Is Not Rocket Science
Many salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling.
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