You Can’t Steal 2nd while your Foot is on 1st

A few years ago, I had conversations with two solid performing salespeople who worked for the same company. Both relocated to new areas because their spouses had accepted job transfers. One told me how great things were in her new area, and that if she’d known how...

Who Is Zapping Your Zeal?

I’ll bet you’ve have heard these facts before: 1831 – Failed in business 1832 – Defeated for legislature 1833 – Second failure in business 1836 – Suffered a nervous breakdown 1838 – Defeated for Speaker 1840 – Defeated for Elector 1843 – Defeated for Congress 1848 –...

When Students Are Ready, Teachers Appear

Try solving the exercise below. Without lifting your pen from the paper, connect all the dots using only four straight lines. If you stay within the confines of the perimeter (comfort zone), the exercise is impossible to solve. If you go outside it, the solution...

Sales Process Meet Buying Process – Part 2

A Russian businessman walks into a Swiss bank in Geneva and asks for a $100 loan. He volunteers his luxury Mercedes car as collateral. With collateral that good, the bank manager automatically approves the loan. A year later, the Russian comes back and repays the loan...

Sales Process Meet Buying Process – Part 1

There is a story told about a Texas oilman who’s well caught fire, and he couldn’t put it out. He issued an all-points bulletin to every fire department within range for assistance, and included a $30,000 reward for putting out the blaze. Every firehouse from all the...