Steve Prefontaine once remarked, “Something inside of me just said ‘Hey, wait a minute, I want to beat him,’ and I just took off.” This quote of his captures an important lesson for those of us in a competitive business: to win, we have to want to win. When we desire to win and recognize…
Motivational speaker Zig Ziglar died to day in Texas. He was 86. Here are some of Zig Ziglar’s priceless quotes, memorable words of wisdom: You can get everything in life you want if you will just help enough other people get what they want. What you get by achieving your goals is not as important…
Joe Theismann did this: I worked hard. I worked late. I went in early. I did everything I could to gain an advantage. If you don’t match this, you’re doing it wrong.
Joe Theismann had a warning for fellow athletes and for anyone in a competitive business. You know, pretty much everyone. He said, “No matter how great you are, the next great one is already sitting there waiting to take your place.” It’s easy for sales people who have mastered their techniques and strategies after decades…
Did you know that you can scrimmage sales appointments? To scrimmage is to practice and try new things without real negative consequences, such as the loss of a sale. A great scrimmage will not be a perfect routine sales call; in fact, it should have some new and creative twists. Have you thought about trying…
Black Friday deals, great as they can be, are no substitute for the constancy of likeable, trustworthy, and influential sales professionalism. Remember to establish these traits as you meet today with prospective customers and together consider whether your product or service is right for each of them.
Yesterday we quoted baseball star Wade Boggs on having a positive attitude. Today we turn to Kobe Bryant: “Everything negative – pressure, challenges – is all an opportunity for me to rise.” Notice that he views as opportunities what most people would approach negatively. Now that’s a positive attitude! Everyday will bring its hardships. You…
“A positive attitude causes a chain reaction of positive thoughts, events and outcomes. It is a catalyst and it sparks extraordinary results.” – Wade Boggs This is very true. A positive attitude is more than a cheery smile painted on your face every once in a while; it signifies positivity radiating from the core of…
You may be wondering, “What do I do if I want to practice, but my boss doesn’t demand it of me?” You demand it of yourself. If you need the extra motivation, get together regularly with fellow team members or friends in the business, people who can hold you accountable, and organize regular practice sessions. …
Imagine a salesperson makes an appointment with you, but then shows up aloof, half-asleep, uninterested in you, heedless of what you have to say, and displaying an obvious inferiority complex. If you had any inkling to do business with him, it vanished with his dignity. He’s simply unlikeable, and we avoid unlikeable people in our…