Helping Those Who Won’t Help Themselves

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You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

Your Personal Sales Style

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There is no sales “style” that is winging it. It isn’t a “style” to go into a sales meeting unprepared or unable to create value for your client or dream client. That “style’ is called lazy, and it has never been effective nor has it ever been fashionable. You aren’t making a … [Read more...]

7 Things I Was Never Allowed To Do

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A few months ago I started dedicating my Saturday blog post to the Hustler’s Playbook, my ideas about the beliefs, attributes, and actions that lead to success. A lot of it is mindset. Recently a friend told me he looks forward to the Hustler’s Playbook posts on Saturday, and I … [Read more...]

On Snake Oil and Medicine

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The people who sell snake oil stand on boxes and shout about it’s great value, how it has changed lives, how you will never be the same. They promise fast, effective, easy answers to serious problems. They’re great at their pitch. These hucksters want you to believe that the … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

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I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

On Champs and Chumps

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Champs pick up the telephone, call their dream clients, and book their calls. Chumps send an email, avoid the call, and hope their dream client emails or calls them for an appointment. Champs ask their clients for the commitments that will help their dream client get the … [Read more...]

What It Is Important To Believe About Yourself

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Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just … [Read more...]

When Negativity Beats Optimism (And How to Stop It)

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There is nothing more powerful or more useful than a healthy, optimistic set of beliefs. Optimism is an empowering mix of hope, belief, and confidence. It simply doesn’t pay to be pessimistic, and it doesn’t pay to be a realist if being a realist means not operating with a sense … [Read more...]

Upgrading Your Operating System

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I am presently using Apple OS 10.9.3. That’s the operating system that runs my Apple computers. The big number, 10, indicates the major revision Apple made to its operating system many years ago (in fact, it was the introduction of a whole new operating system). The second … [Read more...]

The Truth About Buyers

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Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers are too busy to be bothered with salespeople because they already have as much information as the salesperson. Salespeople aren’t … [Read more...]