Failure is a part of success. Sometimes failure can be the key to your fortune. You may have heard the story of how an engineer at 3M was trying to invent a super strong adhesive, but came up with a super weak one instead. That weak adhesive he invented became the secret to 3M Post-it…
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In the Muzzillo Dictionary of Sales Terminology, definitions of many key words and phrases aren’t what they appear to be. In my previous article, I shared how the definition of “no” really is “not yet.” Similarly, when a prospect tells you, “I will call you,” what they are really saying is, “I will never call…
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Happy New Year. From the day this article is published, you have 363 days left in your new year. You have a clean slate. A fresh opportunity. What will you accomplish with these 363 days? Dream big. Businesses in North America spend almost $300 billion per year on printing and promotional products. You are within…
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That’s right. At Proforma, we are not calling next year 2018. We are calling it 2X18. I invite all of you to do the same. 2X18 is your opportunity to 2X your success in the New Year. 2X your sales. 2X your income. 2X your health. 2X your relationships. I believe it’s easy to 2X…
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Back in the early days of building my original Proforma distributorship, I had an appointment with the owner of a furniture store chain. I was on time. He was not. After waiting for half an hour, I asked the receptionist if the owner knew I was there. She informed me that he was filming a…
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Over the years I have developed what I call the “Muzzillo 10 Percent Rule.” Simply stated, the rule is that, at any point in time, only about 10 percent of folks are dissatisfied enough with their current situation that they are wide open for change. This is true for end-user customers. Only about 10 percent…
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Back when I was growing my original Proforma distributorship, I was teaching one of our newer sales reps how to conduct field calls. In my view, field calling is a lost skill. Sadly, in this day of email and voicemail, salespeople think they don’t need to get out and do field calls. I strongly disagree…
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Early on in building my distributorship to $20 million (I sold that business in the early ’90s to focus on our franchise model), I realized there were only four activities that would make me wealthy. Today at Proforma we call these the 4 Pillars of Success. Earn new customers. Sell more to current customers. Hire…
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When we first started franchising Proforma in the late 1980s, most people in our industry scoffed at our business model. So, we reached out to people outside our industry to start building our franchise concept. In the late 1980s, there was no internet! So we relied on advertising in business publications and attending “own your…
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In my last article, I mentioned that motivation doesn’t work. If it did, you would be halfway toward accomplishing all your New Year’s resolutions, right?! The only thing that really endures is discipline—discipline to do what we know we need to do when we don’t feel like doing it. The challenge is that discipline sounds…
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