“Being slightly remarkable is a losing strategy.” – Seth Godin Many years ago, I read the following in a consumer report: If customers receive what they expect, they’ll tell no one If you exceed your customer’s expectations, they’ll tellthree people If they get less than they expect they’ll tell seven people The basic principle hasn’t […]
With online video, live steaming, webinars and the ability a to make education available with the click of a button, are in-person seminars becoming a thing of the past? It’s a compelling scenario. Sit at your office, (or at home in your bathrobe!) and watch amazing video. No expense. No travel. No wasted time. Why […]
“We make a living by what we get. We make a life by what we give.” -Winston Churchill Over the past two decades I have worked with four different personal trainers. Three of the relationships were relatively short-term, and one has been long-term and continues to this day. At first glance, this seems typical. After […]
Coaching is now one of the fastest growing services in North America. Not just in real estate, but in business generally. And why not? For decades, coaching has made a critical difference for athletes. All Olympic gold medal athletes have coaches. Some professionals may have a number of coaches—a golfer might have a swing coach, […]
Nothing is more depressing and wasteful in sales than pouring your energy into prospects who, in the end, were never going to buy or sell at all. What if there were a way to avoid unmotivated prospects? In this second video of our 6-part series on sales mistakes, we look at 3 simple questions that […]
Why do some sales professionals succeed while others struggle? Find out in the first of a series of weekly videos where I describe the greatest sales mistakes in business. In this two-minute video, I’ll share one of the most dangerous misconceptions in our culture, and how it affected the life of one of the great […]
One of the great challenges for salespeople and entrepreneurs is work-life balance. Nearly everyone struggles with this at some point, and it?s an issue I get asked about almost daily. Here is my simple, yet very effective solution to this ongoing challenge: Book your time off before your time on. When I look at the […]
1. Not listening, or listening with the intention of responding rather than listening with the intention of understanding. 2. Being interesting rather than interested. 3. Trying to closing a sale, rather than open a relationship. 4. Preparing by thinking about what you are going to tell the prospect, instead of what you are going to […]
Wow – what a week! Our biggest, most exciting and final event of the year is now behind us. After nearly three days on stage at Achieve 2010 I should be exhausted, but I find myself full of energy. Instead of being tired, I?m inspired. The reason, of course, is you. This audience inspired me […]
As my speaking tour through Australia and New Zealand came to an end last week, I felt more excited about my business than ever before. Travel is one of the great educators. It gets us away from our little world and we experience other cultures, different food and different ways of providing value and service. […]