There’s an old joke that goes something like this: Two hikers are walking through the woods when suddenly a bear jumps out from behind a bush and starts towards the frightened hikers. Instinctively both start running for their lives, but then suddenly one of them stops and begins to put on running shoes in place […]
If you’re like many people then you made New Year’s resolutions and if you’re like most who did so then you’ll break your resolutions within a few days. According to one study, more than half the people who make resolutions are confident of achieving them, yet only about 10% do so. That’s amazing because most resolutions are good! […]
I boldly proclaim Santa Claus to be the greatest salesman who ever lived! Why do I assert that Santa is the ultimate salesman? To start, he has a couple of success stories most of us can’t compete with. First, he’s successfully run the same family business for hundreds of years. There’s something to be said for […]
We’ve had more than a month to let the presidential election settle in. Trump supporters hail it as a victory over the establishment, a chance to “drain the swamp” and possibly begin a new age in American politics. Meanwhile Hillary supporters believe his election has set us back decades on issues like gender and racial […]
In 2008 Senate Majority Leader Mitch McConnell, a republican from Kentucky, said, “The single most important thing we want to achieve is for President Obama to be a one term president.” He and the republicans did everything they could to block President Obama’s initiatives. In 2016 McConnell’s tone was much different when he spoke these […]
I recently watched an interview with Robert Cialdini on his newest book Pre-suasion. If you’ve not picked up a copy I highly encourage you to do so. Not only will you learn how to set the stage (pre-suade) to make persuasion easier, you’ll learn about a 7th principle of influence he calls unity. As I […]
I had the privilege this year to work with the people at Lynda.com, now owned by LinkedIn, to create an online sales training course. It was quite an experience to visit their facility in Carpentaria, CA, a stunningly beautiful place! I worked with a director, producer, make-up artist, lighting technician, and a digital artist. And […]
This week people across the United States will celebrate Thanksgiving. The holiday has its origins going back to the 1600s with the Pilgrims but it wasn’t until Abraham Lincoln formally acknowledged the last Thursday in November as the day of celebration that we collectively recognized the day as a nation. In 1939 Franklin D. Roosevelt […]
Congratulations America, you just elected the most disliked, distrusted person to ever enter the oval office. I knew I was going to write this headline leading up to the election but I honestly thought I’d be writing it about Hillary Clinton, not Donald Trump. I, along with just about everyone else, was wrong when it […]
Salespeople like to say everyone’s favorite radio station is WIIFM. In case you don’t know it, WIIFM is an acronym that stands for “What’s In It For Me?” The assumption salespeople make, and most other people for that matter, is humans are always motivated to act in their best self-interest. State Auto’s former Chief Sales […]
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