A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you …
Nine Ways to Boost Your Optimism
These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can …
Call Me the %&#$ Back
I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. …
67 Quotes for Getting Through Tough Times
A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words …
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Practice DOESN’T Make Perfect
The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet …
13 Ways to Sharpen Your Sales Skills
With COVID-related shutdowns, record unemployment numbers, and corporate bankruptcies on the increase, this may be the toughest sales environment any of us have ever experienced. Which means now, more than ever, you need …
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