pleasure pain purpose

Funny. I was at Jeffrey Gitomer’s live event in Milwaukee with my good friend Brian Kelm and Jeffrey mentioned PLEASURE and PAIN. PAIN is the old-school selling tactic. Who wants to find the pain? NO ONE. (unless you’re a doctor) Pain is negative. Who wants to find pleasure? EVERYONE. Where would you rather be right…

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perspective

I write many of my articles on flights and this one is no different. I’m currently on a plane to Charlotte connecting to St. Maarten for a long-needed vacation with my wife. I’m a firm believer in the motto “Work Hard…Play Hard” and would also advise one more two-word phrase to follow that. “Live Hard”…

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do you trust me

I wrapped up a final event before flying to a conference and was amazed once again by the power of one word. At the end of the event, the sixty-something-year-old gentleman who hired me, Dick, looked me square in the eyes and said: “I trusted you to deliver tonight and you came through, went with…

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how accessible are you

I write this frustrated. My Internet lately at my home has been up and down, up and down and I don’t have any resolve from my Internet service provider. How often are you reachable? Sunday night my phone rang at 11 pm. I thought about answering it…looked at the caller ID and decided to let…

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failure isn't failure

Recently I was binge-watching one of ESPN’s popular series 30 for 30.  I came upon their episode This Is The XFL. The XFL debuted in 2001 within 12 months after its creation. The fact that they didn’t actually have a game plan, they didn’t have coaches or players or anything and then 12 months later…

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search your past clients

When I was just starting out in my business, I performed like many people do — the same way that I was taught. However, at some point, I hit a crossroads. Have you been there? You feel stuck with what you are doing. You are in a rut and don’t know if it’s really what…

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share your heart

In sales, it’s VITAL to get to the emotion. People buy on emotion and justify on logic. You must tug at their heartstrings to appeal to their emotions. How do you do that? YOU have to have a heart. The heart is an acronym that I recently developed while getting ready to present on a…

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the phrase that pays

HOW There’s a phrase that pays in business and we will explore that exact phrase over the next few articles of mine here on the blog. This single phrase will pay you one way or another depending on how you use this phrase. I just gave you one of the words in this phrase. The…

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artistry

A Shakespearean quote from “As You Like It” written nearly 400 years ago “All the world’s a stageAnd all the men and women merely playersThey have their exits and entrancesAnd one man in his time plays many parts” An artist needs 4 things in order to create. Script, Props, Stage, and Inspiration. Ever written a…

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mental toughness

I talk to a lot of different entrepreneurs and service based businesses and they always seem to have a word or two complaining about their client base. “They won’t email me back.” “All they want is the price.” The day to day week to week month to month sales process can suck the life out…

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