The Dark Side of Blue Sky

April 30, 2013

The dark side of blue sky is the notion that something certain is for real.  It’s not. It’s the illusion that if you do something against the grain, that you’ll get caught, you’ll be found out, and very bad things will happen.  Ooooo.  Sounds scary, doesn’t it. Now, just to be clear.  I’m not talking […]

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How to Get Prospects to Answer the Phone

April 25, 2013

Recently, a very large division of a very large company told me their biggest challenge in sales is how to get prospects to answer the phone and/or take their calls. …Then, don’t call! Now, I know there are things, like voicemail, that are the new gate-keeper. But, that just means the old gate keeper is […]

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How Does Edification Work Outside of Network Marketing?

April 24, 2013

How does edification work outside of network marketing? Very well, actually.  Edification in sales is the same thing as edification in network marketing, only without the network marketing part.  Network marketing doesn’t own the 3rd party credibility endorsement. Celebrity endorsements are older than dirt. Remember when Rocky Road said to Flint Stone, “listen to that […]

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View Fear The Way Other People View Lunch

February 21, 2013

When I read The Most Productive People View Fear The Way Other People View Lunch by Business Insider, I thought, “Wow!  Sales call reluctance.  How many salespeople could use a new mindset to overcome that fear!?” Before I read the article, I thought it was going to be an ‘I eat fear for breakfast’ kind of […]

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Get People To Say “Yes” To Themselves

February 15, 2013

The essence of Get People To Say “Yes” With One Simple Conversational Trick by Fast Company is the NLP* metaprogram Self/Others. It’s essentially, a way to Get People To Say “Yes” To Themselves. Calling their technique, the “But You Are Free” method, they are touting it as the simplest, most practical technique to becoming more persuasive.  Twice as […]

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Resolution Execution

January 9, 2012

New Years resolutions are as infamous as they are popular. Enough messing around.  How, specifically, do you make sure New Year’s Resolutions happen?  I’m going to show a select audience the strategies I use with my coaching clients to propel them through their goals and outcomes. The class is called Resolution Execution. It’s being sponsored by […]

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Back On Track ASAP

January 2, 2012

Commit to getting back on track, ASAP!  Just that one resolution, alone, could make or break your New Year. I’m doing a free New Year’s resolutions training, Resolution Execution, in Des Moines, IA starting January 12, 2012.  For those that can’t make it, here’s what I recommend – do something that reminds you to get […]

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Call, Don’t Fall Expanded

December 30, 2011

My original post, Call, Don’t Fall, is consistently found in Google searches and read often.  I received an email for a hospital staff member about it. “I enjoyed reading your blog spot on the “Call Don’t Fall” sign. I’m interested in a better way to prevent falls in my hospital system. You mention saying “When […]

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Take Time to be a Dad, Today

December 30, 2011

Take time to be a Dad, today.  Time is of the essence…of persuasion, as well.  When?  Always. 15 second audio version of this ad campaign Watch fathers practicing parenting skills with their kids! _______________________________________________ My father used to play with my brother and me in the yard.  Mother would come out and say, “You’re tearing […]

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Everyday Brave

December 30, 2011

What new state of mind are you going to cultivate in this coming New Year? This one? Go for it! ___________________________________ Bravery is being the only one who knows you’re afraid. Franklin P. Jones Bravery is the capacity to perform properly even when scared half to death. Omar N. Bradley Bravery never goes out of […]

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