You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.

1. Integrity or…

Your attitude is important. You have to protect yourself from negativity, lest you become infected.

If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war,…

Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you wait to remove that person, the more you risk the rest of your team. Negativity is the only cancer that spreads by contact,…

Ever in a seriously foul mood? Ever find yourself in a bad mood for no reason at all (or no good reason anyway)?

I was at the eye doctors’s office for a 4:30 appointment. At 4:45, one of the doctor’s assistants did the pre-examination. And…

Your attitude is everything. (Here's an attitude checklist)

Your attitude is mostly made up of your beliefs, your blueprint of how the world works. But you don’t even need to get to changed beliefs to get a giant head start on improving your…

I took two of my three children to lunch today. As we were greeted at the desk, I asked the young man, “How are you today?” He replied, “Living the dream.” But it was clear from the look on his face and his tone of voice that he was anything but…

There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed.

Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the…

Adapted from an old fable.

A new salesperson beginning his first day of work turns and asks an old, veteran salesperson about his new job. He says, “What’s it really like here?” The veteran salesperson says, “What was it like where you…

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing…