Our Latest Posts
The 26 Most Common Sales Mistakes
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…
ReadInspiration and My Top 5 Reads of 2010
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…
Read5 Ways To Find Business Inspiration Outside Your Industry
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….
Read5 Ways to Avoid the Dreaded Summer Sales Slump
It?s common to hear sales professionals complain about a decline in sales at this time of year. The phenomenon goes by many different names?the summer downturn, the seasonal slump, the vacation drop-off?but they all share one thing in common: slow sales that we tend to blame on time of year. What?s Behind The Summer Slump?…
ReadWhat My Daughter Taught Me This Summer
Last year was my daughter?s first year at university, and like many new students, Jaimie was excited to experience the independence of being on her own and the newfound freedom that came with it. As we know however, with newfound freedom also comes newfound learning. With only 15 hours of scheduled class time, an entire…
ReadWhat Do Professional Athletes And Professional Sales People Have In Common?
The first and greatest victory is to conquer yourself; to be conquered by yourself is of all things most shameful and vile. -Plato I?ve always believed that being a professional athlete and a professional salesperson have a lot in common. As a pro athlete, you wake every morning starting again at zero, understanding that your…
ReadWhat Did You Learn From 9/11?
On September 11, 2001, I was preparing for a speaking engagement at 8:46 am when American Airlines Flight 11 flew into the North Building of the World Trade Center. I had just started to speak when United Airlines Flight 175 struck the South Tower. At about 9:30 am, I was well into my talk when…
ReadIt Might Not Be Easy?But It?s Always Possible!
Graham Newberry attended our recent Vancouver Achieve event, and while he was there he joined our coaching program. As I began to hear bits and pieces of his life, I knew I needed to speak with Graham. His story is an inspiring tale of what it takes to find the strength and courage to escape…
ReadBecoming an A-Student in Life and Business
?The greatest waste in the world is the difference between what we are and what we are capable of becoming.? -Darren Hardy I?m back! I just finished a ten-day speaking tour where I had the good fortune to connect with many amazing audiences and individuals. The goal of my talks was to show people…
ReadMake Your Work Your Art
After a long day on my speaking tour in Australia, I pulled up a bar stool in Maze, a Gordon Ramsay Restaurant inside my hotel, for a quick bite to eat. As I sat there enjoying a glass of red wine and waiting for my salad to arrive, I found myself completely entertained by the…
Read