On my recent walk near our home, I found this small plant growing in the middle of the road. Think about it. That seed fell in the middle of a road, but somehow found a way to root itself in a nearly invisible small opening. It found a way. No excuses. Despite all the traffic…
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There is only one source for all our business challenges. Most of us look outside of ourselves for all our challenges: It’s our prospect’s fault for not understanding our sales pitch It’s our customer’s fault for not placing their last order with us It’s our employee’s fault for not getting their work done on time…
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We’ve all heard the line made famous by Simon Sinek: “Know your why.” Basically, knowing your “why” is all about knowing your reason for being. Your purpose in life. Being in touch with those things that motivate us to achieve our goals. Of course, we all need to know our “why.” I also know it’s…
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Sales can seem difficult and out of control unless you know the keys to making the sales process easy. Always be in control. Here are the 3 keys: 1. On every sales call, before the call is over, you must agree on next steps. You can never assume your prospect will follow up. You must discuss…
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When we drive a car, we need to have our eyes wide open and react to everything we see. That process works for driving cars. It does not work for driving your life. The problem in life is that virtually all thoughts that we have come from the world we see. When we see the…
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Most people I know, including me from time to time, do not like failure. There can be lots of financial and psychological costs to failure. However, most successes in business and life are preceded by failure. Most times, lots of failure. Additionally, sometimes winning ideas come from losing. Here’s a great example: In 1985, Proforma…
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It’s not often we stop and think about what kinds of business lessons can be taught by Mother Nature. One of the most intriguing analogies for business growth and entrepreneurship, in my opinion, comes from the book “Grow Like a Lobster,” authored by Joshua Dick. Below are highlights from some of his key concepts –…
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I love Dan Pena. He tells the unvarnished truth. He has a great short (30-second) speech that you are 2,000 cold calls from being a millionaire. He’s right. But the problem, as he so truthfully says, is that most people don’t want to be a peddler. Check it out: Yes, most buyers are happy…
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We have all postponed starting a new program or activity at times in our life. Whether it’s personal goals or business goals, committing to start sometime in the future is much easier than starting right now. Instead of saying: “One day I will lose weight.” “One day I will start working out.” “One day I…
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I have had the wonderful opportunity to personally get to know thousands of people in our industry. Truth is that most of them never became all they could be because of fear. Fear of making sales calls. Fear of learning new product lines. Fear of asking for referrals. Fear of introducing yourself at a networking…
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