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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Hinkley High School Graduation

Nothing is more important than teaching the new generation. They are the leaders and business owners of tomorrow. Last year, I was given the opportunity to speak to the 2016 graduating class of Hinkley High School. The ideas and concepts we talked about are the same ideas and concepts that...

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What Really Drives You?

No matter what you do or where you want to go in life, focus will get you there. You need it. You cannot achieve your goals unless you focus on them. But first, you have to make sure that you're focusing on the right things. We often talk about the...

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Dealing with Challenges

In "The Road Less Traveled" by M. Scott Peck, the first three words are "Life is difficult." Everyone seems to have this belief that everything is always going to be sunshine and rainbows. The reality is that you will face challenges. You will face hardships. You will face struggles. What...

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Dealing With “I Want To Think About It”

The "I Want To Think About It" objection is another one of the most common objections we face. It's especially frustrating because the rest of your sales process can be going along smoothly and all signs point to a sale until they say those dreaded words, "I want to think...

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