It All Has A Purpose

If you think of the human body in terms of "What is this body part's purpose?", you realize very quickly that everything your body does and can do has a purpose. Your arms have a purpose. Your legs have a purpose. Your ears have a purpose. Even the thickness of...

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The Reticular Activating System

Let's say you just got done eating a huge meal at your favorite restaurant. How many other restaurants do you think you'll pass on your drive home? In hindsight, you're probably remembering several of them. Now, how many do you think you noticed driving home after your meal? I'm willing...

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Proactive vs. Reactive People

There are many ways to tell if someone is a proactive or a reactive person. Although you can usually tell just by the kind of language the person uses, the deciding factor of whether someone is a proactive or reactive person comes down to one thing: how they deal with...

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The Conundrum of Human Nature

How many of you have thought "I'd like to lose some extra weight. I should go to the gym," but you end up sitting on your couch watching TV all night? Why? You already know you want to lose weight. You obviously already know that you need to exercise to...

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The Four Quadrants of Time

Do you find yourself always pressed for time? Maybe you spend most of your day putting out fires and taking care of urgent issues? This all comes from a mis-management of time. To help streamline the management of time, Dr. Covey invented the Four Quadrants of Time. This model helps...

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Beginning with the End in Mind

Let's say you're planning a road trip, but you want to see and do things throughout your trip. What will you do? What will you see? How long can you expect to be on the road? What highway are you going to take? Have you noticed what's missing yet? Our...

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Close the Deal

As a sales professional, there is nothing more important than being able to close the deal. Depending on your field, a sales presentation can take over an hour. Most of that is getting past objections, relationship building, educating your prospect, etc. But none of that will matter if you don't...

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Being Persistent

In sales, you really have to be persistent. You need the mindset that you will do whatever it takes to close the deal and really just go for it. Now, I'm not talking about being pushy or belligerent, but you rarely get what you want, in business or in life,...

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Dealing with the Price Objection

Anybody who's done sales for any length of time is very familiar with the Price Objection. Obviously, the Price Objection must be addressed at some point during the call, but in the context of the sales hallway, you can't just rush down to the end of the hallway and ask...

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