- 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 - Your Life Can Be An Adventure or a Disappointment - You Decide
As we move through life, each of us is faced with a variety of situations, circumstances, challenges and relationships that test our patience, resolve, commitment and acceptance. In each of these situations, we always have three options, choices or actions we can take. We can attempt to change the person or circumstance, we can accept it, or we can leave it and move on. - Your Competitors Are Not Always Who They Seem
Salespeople tend to think of their competition only as organizations that sell the same products or services as they do. I suggest you to see this issue from another perspective. - Your "R" Quotient Will Determine Your Success As A Manager
Do you know what your "R" quotient is? - You Won't Find Happiness Here
Trying to find happiness? Don't look here. - You Get The Behavior You Reward Not The Behavior You Want
Don't like the behavior you are getting from an employee or group of employees? Stop looking at the behavior and start evaluating the reward system that is in place that is causing the behavior. - You Can't Predict The Future
"Life is what happens to you as you are making other plans." John Lennon.What a great line. Life just happens. I believe in setting goals, planning, and spending time trying to figure out how to create a better future. Problem is, life can change in a heartbeat. I will guarantee at least one person who is reading this e mail - that your life has not turned out in every way the way you planned it, or thought it would. It is either better in some ways or worse. - You Can't Manage Your Time
You can't manage time. Interesting concept when you consider there are thousands of salespeople and managers every day trying to improve their time management. - You Can't Escape Life's Transitions
You can’t escape them, life’s transitions. They will either sneak up on you and gradually appear in your life while you are not paying attention or they can smack you in the forehead when you least expect or want them. There are dozens of them, here are just some of the common ones, the transition; - 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. - 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. - You Are Here For A Little While And Then You Are Gone Forever - That's Life
The only thing in life that is certain is its uncertainty. You can either learn to embrace the unexpected and release the expected, or live with a great deal of frustration, anxiety and stress. - Working Smart Will Never Replace Effort
You can work smarter and more effectively, but I don't believe there is any substitute for sweat, effort and doing whatever it takes to achieve your goals, mission and purpose in life. I believe in balance in life. I believe there are other worthy elements in life besides work, careers and running your business. Few people on their deathbed will admit they should have worked harder during their life. - 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. - Why Prospects Challenge Price
For over thirty years, I have surveyed my sales audiences and asked them what they think is most important to consumers, and the results have been consistent: low price first, quality and service last. We seem to have a difference in perception here! - Why People Don't Buy
People buy for their individual and personal reasons, not for the reasons the salesperson's (or the organization's) marketing department think they should. You cannot turn a poor prospect into a customer with a great product or persuasive sales appeal. The key to increasing sales is to identify why people buy and what will cause them not to buy. - 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: - Why Not Take This Management Quiz Now?
Why not give the following quiz to your management staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their performance and success as managers. If you feel your team could benefit from an in-depth custom in-house management training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please call me if you would like the answers to this quiz. - Why Not Take The Success Quiz Now?
Success means different things to everyone. Each of us is on his or her own path toward their ultimate destiny in life. The characteristics for success are different for each of us. - Why Not Take The Sales Quiz To see How You Are Doing?
Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz. - Why Not Take The Relationship Quiz Now?
Why not take the following quiz and ask a person you are in a relationship with to take it also. It will give you and them an idea of your mutual understanding and application of some of the critical issues, concepts and techniques that have an impact on the quality of relationships. Please give me a call if you would like the answers to this quiz. - Why Not Take The Happiness Quiz And Discover The Real Meaning Of Happiness
Are you happy? Really happy with every area of your life? 85% of the population would change something to find greater happiness. Are you one of them? - Why Not Ask Yourself Some Important Questions Before It Is Too Late
Some importnat Life Questions to ask yourself. - Why Do People Feel The Need To Struggle?
Why is struggle a part of life? Any time you try anything difficult or new, you are bound to have some type of struggle. Exercise requires struggle. Changing an opinion, belief, expectation or attitude requires struggle. Anytime you attempt growth in any area of your life, you will struggle. Why is it, then, that some people seem to go through life with no apparent struggle, while others seem to attract it into their life with every breath? I have known struggle in every area of my life: my career, my relationships, my financial life and my willingness to let go and surrender. - Why Do Men Give Women So Many Bad Gifts?
Every day millions of women receive dumb gifts from the male gender that lack creativity, thoughtfulness or indicate a total lack of knowledge about what women want, like or need. - Why Are You racing Through Life?
Everywhere I look I see people rushing through life.They rush to meetings and appointments and back to their offices again. They eat fast, drive fast, talk fast and make love fast. They rush to the seminar on meditation to learn how to relax and to the health club to rush through their workout. - 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: - Who Are We And Where Are We Going?
After 34 years of consulting with clients and speaking to groups of managers, executives and salespeople, I have discovered that there is a common problem among many businesses today. It is a sense of identity, or, in the words of one manager I interviewed last year, "I don't know who we are or where we are heading, and yet I am supposed to help us get there." These feelings are common among many workers today whether expressed or kept to themselves. - Which Comes First Success or Happiness?
Everyone is searching for success, happiness, fulfillment and a sense of purpose and meaning in their lives. Many people unfortunately have not learned that putting the cart before the horse does not answer their dream of lasting happiness and a meaningful life. - When You Lose Your Walk-Away Power - You Lose Your Objectivity
All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well give you ample frustration and send you to an early grave. (Sales grave, that is.) Why do salespeople give these poor prospects more time than they deserve? Here are a few reasons for you to consider - 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. - When Was The Last Time You Just Walked Around Your Organization?
When was the last time you got out from behind your desk and just wandered around your department or organization with no particular agenda in mind other than to just talk with the members of your department or organization? It is called MBWA. - When Was The Last Time You Dreamed The Impossible
Each of us needs a dream to keep us filled with hope and desire and often even alive. The worst thing that can happen to anyone is that they lose their dream(s) and it doesn’t matter whether you are 23 or 67, male or female. I have seen the dull look in people’s eyes who no longer believe in the possibility of their dreams. - When Was The Last Time You Did An Honest Self-Appraisal?
From time to time regardless of where you are on the path of life; succeeding, failing or somewhere in between it is prudent to reflect on who you are, why you act the way you do, where you are heading and how your attitudes and beliefs are impacting the quality of your life. - What's Your Hurry? Are You Keeping Life In The Proper Persepctive
What's your life pace? I am not talking here about how fast you drive or eat. I am referring to your general life pace. First of all lets define pace: rate of movement, rate of activity, temp or velocity, speed, rate and swiftness. Now that we have that out of the way let's discuss this rather simple concept as it relates to your life as it moves forward one moment at a time and one day at a time. - 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. - What's In Your Success Toolbox?
There are many traits and attitudes required for enduring and satisfying sales success. Ultimately your personal definition of success will become the primary factor determining whether you have achieved success or not.There are five factors to consider when defining your success. - What Would You Try If You Knew Failure Was Impossible?
How do you know what is possible until you give it your best shot? You don't! Imagine for just a minute what your life could be like if you just - What Motivates You
As I look back over both my failures as well as my successes of the past I am amazed at how little difference there was between my actions and attitudes and the subsequent outcomes. - 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. - What Is Life Trying To Teach You Today?
Before this day ends, I guarantee life and it's circumstances and the people who cross your path will give you the opportunity to learn something valuable about yourself.A comment I often hear from a wide variety of people is, "If I just learn one thing from this person, seminar or life experience it will be worth while." - What If
What if this year- - What Everyone In A Relationship Wants
Most people are searching for only four or five things in life. I believe the major ones are: love, acceptance, appreciation, validation and to connect with other humans in a meaningful way. What are you searching for that you don’t have in your life? Let’s take a brief look at each of these: - What Does Luck have To Do With Success
There is an old saying that says - luck is when preparation meets opportunity. So, how can you get luckier to guarantee your future success. There are two things you can do: - What Are Your Benchmarks For Success?
There is a surefire way to ensure your continued future success and that is to develop a variety of benchmarks along your life path. Keep in mind that each of these benchmarks can be a very positive process for the person who routinely examines their life decisions and actions. However, the problem is most people don’t. The vast majority of people just truck along not connecting today’s issues, challenges or problems with yesterday’s poor judgment, choices or behaviors. - 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. - Warning - Pay Attention To Early Signals
I'll bet every one of you has at least one customer you wish you didn't have. Right? If so, when did this customer tell you he was going to be like the way he is? Yep, you guessed it - early in the game. - 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. - Want to be Happy? Say It And Do It Now
Happy people have developed the habit of, doing it now. They know that the present passing moment may never come to them again, so they work as if they will live forever, but live as if today is their last. One day we will all be right! - 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. - Vision And Mission Statements - Are They Worth The Trouble?
In a highly competitive and rapidly changing world, organizations need focus, clarity and clear direction. One of the tools that can contribute to this outcome is a mission - vision, defining statement and/or statement of purpose. In my opinion, it doesn't matter what you call it as long as you have some way of determining what you are, what you are becoming and why you want to get there. - 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. - Unlearning Is Just As Important As Learning
Without a doubt learning new skills and developing the right attitudes in sales is vital. Without them it is impossible today to ensure your continued success. Whether these new insights come from a mentor or coach, reading, attending seminars, listening to CD’s or just talking with peers or your manager it is essential to continue to hone your abilities if you want to successfully compete in today’s changing world. - Two Vital Traits If You want To Be Really Happy
There are two ways to go through life. Be or act and share or hoard. Guess which ones happy people embrace. - Traits Of Successful Relationships
After researching numerous books and attending seminars on effective relationships I have found that the following behaviors are pretty consistent in relationships that last and are filled with love, happiness and friendship. Yhey are and in no particular order of importance. - Traits Of Six Figure Income Salespeople
Got what it takes to excel? Can your salespeople measure up? - Today You can Make A Difference In Someones Life
Each of us has numerous opportunities to make a difference in the lives of others or the world in general. Each day people cross our path: strangers, clients, friends and relatives that give us the opportunity to touch them in a positive way. We can offer them: - To Find True And Rewarding Success, Embrace The Unexpected
It is vital that you develop a strategy for anticipating the unexpected. It is critical that you learn to let go and put closure on a failed plan, goal that you are no longer passionate about, a relationship that is over or any other life experience that you can do little about other than whine, moan, blame, point your finger or carry around for years after it is over. - 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. - Time - Friend Or Foe
There is one common denominator with all people - both successful and unsuccessful and that is the amount of time they have available to them in an hour, a day and a life. Yes, some people have more years than others, but no one has more than 60 seconds or 24 hours - 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. - There Is Light At The End Of The Tunnel
Have you ever been discouraged? Ever been at the bottom of the emotional barrel? Ever felt like no matter which way you turned or whatever you did it didn’t matter? Well, I have on a number of occasions during the past 45 years and I can tell you, but those of you who have experienced this already know, that the world seems to be crashing in around you and there doesn’t seem to be anything you can do to change your circumstances. - The Road To Success - Are You On It?
- 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. - The Prize Price Relationship
The prize has no economic value, and once you win it, no one can take it from you. And you can’t buy it, you must earn it. The prize is worth whatever price you have to pay, but you must be willing to pay it. You can’t win the prize if you don’t pay the price. That’s just the way life is. - The Price, Cost Value Relationship
People don't want cheap. They want value. People don't really want things that rust, break, are inconvenient or difficult to understand. They want life to be easier, less complicated, less stressful, happier and more fun. Show them how your product or service can do all of these, and I guarantee price will never be an issue. - The Price Of Failure Is Always Higher Than The Cost Of Success
I will guarantee you that if you have ever failed (and I hope you have) that the price you paid was higher than the price that you would have had to pay to avoid it. - 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: - The Not So Secret Secrets Of Success
In every self-help book I read, every seminar I attend or every success guru I talk to, sooner or later they give me “their secrets for success”. I too have been guilty from time to time of advocating my particular success theories, so I shouldn’t really point the finger at anyone else.The interesting thing I have noticed through the years, is that there are always some common denominators in these lists and always a few areas where one person includes something and the next person doesn’t. - The Natural Born Salesperson Is A Myth
There is no such thing as the natural born salesperson, any more than there is a natural born pilot, athlete or physician. There has been a myth circling for years that people who are successful at selling have some natural skills, attitudes or personalities. - 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. - The Myth Of Closing Sales
"You will never turn a poor prospect into a customer with a good product, slick presentation or tricky close. However, a well qualified prospect will make up for your incompetence and or inexperience." - The Most Frequent Management / Leadership Mistakes
Over the years I have observed and worked with numerous managers, business owners and executives in a variety of industries worldwide and I have made a number of observations. There tend to be common consistent management mistakes and errors that are made routinely. - The Last Goodbye
No one is immune in life to the sting of death of someone close to them. Sooner or later we all lose a loved one. This book is not about preparing for the death of someone close, the psychology of dying or coping with your loss. It is about life and all those moments and memories that you have left - before it, too, is your turn to pass from this world to the next. - 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. - 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. - The Fine Art Of Appreciation And It's Many Benefits
One of the best ways to keep relationships positive, regardless of whether with friends, relatives or business associates or customers is to shoe appreciation. Going out of your way often to tell people how much you appreciate what they have done, regardless of how unimportant or little it might have been, puts you in the minority of the human race. (unfortunately) - The Customer Is Always Right - Phooey
For years I have heard the comment that the customer is always right. Baloney! There have been many times that I as a customer have operated under false assumptions, bad advice, unrealistic expectations, rumors and hearsay. Ill bet if you think about it, that you too have not always been right as a customer. - The Books You Don't Read Can't Help You Sell More
The teenager who goes into the classroom unprepared will fail. Salespeople who go into the marketplace unprepared will also fail. The only difference is that in the classroom you get to repeat the class. In life, the circumstances may be a little more dramatic. - The Basics Are All You Need To Succeed In Sales
Want to succeed in selling? Master the following 25 concepts. - The 16 Biggest Mistakes New Salespeople Make
There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make. - 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. - Success Isn't
Ever wondered what success isn't for you? - 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? - Success Is A Process
Many success gurus have been professing for years that success is a journey and not a destination. This would seem to imply that this is a journey that everyone can ultimately take and reach a desired destination. I would agree that the purpose of a journey is a destination but I would also ask you to consider the following: - Success Is A Choice We Make
Achieving sustained success is not all that complicated, unless we choose to make it so. Success is truly a choice.For many, the benefits of success are illusive. These people struggle, search and try year after year to create a life filled with financial security, nurturing relationships and a sense of purpose and meaning. Others appear to effortlessly achieve greatness, independence and happiness as they travel through the days of their lives. - Success Breeds More Success
It is very difficult to picture what success will look like in your mind in any endeavor before you actually achieve it. I've written over 50 books, sold a bunch but still don't have a million seller book. I want one, work at it every day but still haven't achieved this success. - Success and Other Illusions
What is success for you?Even more importantly, when will you know you have achieved it?These are two critical questions, that we must have reasonable insight into as we move toward our destiny in life. - Stress Is The Number One Killer Today?
Are you slowly killing yourself? If you have never read an article about stress, you have probably just landed here from some distant planet. I will also wager, that if you are an employee, employer, parent or spouse, you know the symptoms and causes of stress. - Stop Trying To Fix Everyone Else - Why Not Work On Yourself First
I have never understood why some people feel the need to 'fix' other people. We all need fixing in some way if you ask enough people. Someone, somewhere will have a problem with one of our attitudes, philosophies, behaviors, beliefs, values, and ad infinitum. - 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. - Spending Too Much Wasted Time In Your Car?
The average salesperson spends over 30,000 hours in their career in their car. Most of these salespeople are spending this time listening to music on the radio. Can you possibly imagine what 30,000 hours re-directed to another activity than listening to music could have on your career success and income? Think for a minute; - So, You Have Problems, Congratulations
Problems. What are they and why do we have them. Where do they come from and what can we do about them.Before we can discuss problems from an intelligent perspective let's first some basic criteria as to their nature. - So, You Are Getting Older
Welcome to the real world of getting old. There is a difference, however, between getting old and growing old. We all age – that’s life – but none of us has to grow old. We can hold on to the outlook, spirit, and attitudes of our younger years and our youth. Youth is not a time, but a state of mind. - So, What Is Success Really
Many people have a contorted idea of what success is and isn't. So what's the answer? - So - Are We Having Fun Yet
People who work in a fun environment are more productive and loyal. - 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. - 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. - 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. - School Is Never Out For The Pro
Over forty years ago, I made what I feel is one of the significant decisions of my life. I decided that for the rest of my life I would invest 10% of my time and income in my personal growth.
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