You are in the middle of it all. Making decisions, statements, and public announcements. You are not sure you are doing the right thing, but you are doing what leaders have to do every day. Make tough decisions. There are critics that will be Monday morning quarterbacking you, but you are steadfast, …
Decision making
What is your filter?
Happy Wife, Happy Life - many of you have heard this simple phrase before. How many of you use this as a filter before you say yes to something? Think of it this way, you are asked to play cards tonight with the boys, do you automatically say yes? Or, do you run the question through this filter? If …
Tips: Closing the Deal
Going into this meeting, you know you have this deal. You have been in this position 10 Time’s, and you have your script ready. Your preparation for that objection is beyond reproach. Just at the moment you were going to say something, the prospect throws a curve. Jose Valverde, Detroit Tigers …
Can’t save em’ all
When do you give up? When is it okay to stop trying to help others, especially when they don't or won't, help themselves? How often do you run into a situation where common sense means nothing? Did Jack Welch's system of ranking employees A, B, or C, then getting rid of the C's offend …
What type of pencil do you use?
When I say the word “it”, what do you think about? Does it make you feel a certain way? It is a simple word, carrying very little emotional meaning, am I right? Now, what happens if I use it with other words like; Cujo, Misery, and Carrie. Now “it” evokes horror, fear, and disturbing images of …
The ABC’s of Goal Setting
Here is a quick tip on how not to set goals. Do not use the ABC Method. A - verage B - elief C - an D - estroy E - very F - uture G - oal We are all looking for the quick wins, and the easy way out. One thing we need to make sure you do before setting a goal ... DREAM. Get …
What if … but wait, there’s more!
The advent of the spreadsheet in 1978, was the beginning to the end of wondering. Why? It allowed us to answer the questions "What if?". In sales, we ask; "What if our closing percentage went up just 2%?" and in purchasing "What if we could save just 2%?". Every function of the organization can …
Leadership and the Easy Button!
As you read or watch the news on television, we often hear the talking head say that the "leader was struggling with a decision". During an interview with a politician that may have been caught in scandal, they resigned only after they "struggled with this decision". Leadership should not ever have …
Getting to the Zone
That zone ... you know when you are there. Everything comes natural, time flies by, and you get 10x more accomplished. This is when you are firing on all cylinders, you do no wrong, and when you are finished, you don't feel like you have even worked. It is natural. In his best seller "Deep Work" …
Simple Selling Formula
What is the fastest way to a sale? Could you provide a formula if you were asked? Problem + Promise + Path = Success Sales professionals are problem solvers first and foremost. If you keep this simple formula in mind as you work with your prospects, I assure that you will get to the sale …