The Lenses Through Which I View People

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There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement, success, and psychology, believing … [Read more...]

Your Personal Path to Independence

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You are independent when you no longer need to rely on something or someone else. The first level of independence you need to reach is being independent of needing “this job.” This doesn’t mean that you are wealthy enough that you no longer need to work, although that is a level … [Read more...]

5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]

On Relationship Hygiene

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The word hygiene means keeping things clean so that they remain healthy. You have to invest time in relationships if you want to maintain them, if you want to keep them clean. Trust and Commitments The foundation of all relationships is trust. Without trust, you don’t really … [Read more...]

The Hustler’s Playbook: On Wealth, Envy, and Creating Value

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Right now it’s popular to talk down wealth and the wealthy. But there is a deep, dark psychology at work here. It’s as old as time, and it’s called envy. Envy is feeding the wrong wolf. It Doesn’t Make You Green Envy and jealousy are different (although both are unhealthy). … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

How to Be Better At Creating Rapport

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Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

Wanting Money Isn’t Money Motivated

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“Wanting money” isn’t the same as being “money-motivated.” Everyone wants more money. The difference between simply “wanting money” and being “motivated” by money is the willingness to take the actions necessary to get it. Wanting Money People that only want money aren’t … [Read more...]

You Are Teaching. But Are You Also Learning?

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One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Motivation is a Bigger Why

Motivation is a Bigger Why

Do you want to know the real secret to staying motivated long term? Do you want to know how to develop the burning passion and single-mindedness that propels you towards reaching your goals? Want to know how to stay focused and accomplish more than ever? The key to real, … [Read more...]