11 Observations on How Groups Decide to Change

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People have a tough time deciding to change. Until they don’t. When their dissatisfaction reaches threshold, they make the decision to change very quickly. It is difficult for groups to make decisions. The more dysfunctional the group, the more difficult it is to gain … [Read more...]

9 Things You Need to Know About Closing

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The words you use to ask for your dream client’s business are less important than all of the things you do leading up to that point. There are a lot of smaller “asks” that you need to make on your way to the final “ask.” You can’t move the final “ask” forward by skipping the … [Read more...]

What I Want to Tell Young People

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There will be people more talented than you are. There will be many people who are brighter than you are. There will be people who were born with tremendous advantages that you can’t even imagine. But whether any of them can out-hustle you is totally up to you. If you hustle, you … [Read more...]

There Is No Such Thing As Time Management

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You can't manage time. You can't find any additional hours. You don't have any more time in a day, a week, a month, or a year than anyone else. There is only one thing that needs to be better managed for you to produce the results you want, and that one thing is you. Welcome to … [Read more...]

34 Things You Need to Make a Deal

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The discipline to make your calls. A sense of optimism. Determination. A commitment for a first meeting. A compelling reason your dream client should change. Value. A status quo that is losing its hold. Confidence. A competitive spirit. Receptive and engaged … [Read more...]

Facing the Two Types of Fears

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There are only two types of fears that may prevent you from succeeding. Innate Fears The first type are inborn, innate fears. Everybody has these fears at some level, even if they’ve learned to ignore a good many of them. Most of these fears are around physical pain or death. … [Read more...]

The Hustler’s Playbook: Hustlers Value Themselves II

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Hustlers value themselves. And they’re not afraid to capture some of the value that they create. Hustlers create so much value that people are willing to pay for it. The hustler knows this, and they know that because they create so much value, they are entitled to capture some … [Read more...]

Talent or Hard Work

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Anonymous asks, “Which is more important to success, talent or hard work?” When Talent Fails Countless talented people fail. They are better equipped through some natural gift, some set of experiences, or through training. It is clear to everyone around them that they have … [Read more...]

How to Sell Inside Your Company

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You are more than comfortable selling to your prospective clients, or what I call dream clients. And when your prospective client wants something difficult to deliver, you are happy to sell your sales manager or leader on why you should do something different to win a complicated … [Read more...]

That Call Didn’t Go the Way You Thought It Went

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That sales call didn't go the way that you think it went. You felt challenged. You felt that you were being asked to defend your ideas. You felt that the difficulty of the questions and the intensity of the conversation indicated negativity about you and your solution. But you … [Read more...]