Are you living into the Season of Gratitude?

Don’t you love this time of year?  What does this time of year represent to you? To me, it represents gathering with friends and family.  It‘s the meaning of Joy and Hope.  It represents the possibility of overcoming any and all difficulties. The holiday season is the best season for reflection. It symbolizes service, giving and …

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Happy Thanksgiving!

Happy Thanksgiving! This is the perfect week to take a moment and share my “gratitude.” Want to know what I am thankful for this year? YOU! Day in and day out, I work on projects with you in mind. You give my work a special purpose and meaning. You strive for greatness on a daily …

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How can the "The Neuroscience of Sales: The Anchoring Effect" increase your sales?

As sales professionals, we understand the value of increasing the size of our “average” transaction.  You may ask yourself, “How can we sell bigger ticket items?” Well, you are in luck because there is some great neuroscience that explains how to increase your average sale! What can we do to demonstrate more value and help …

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What are the 5 qualities that make you a GREAT manager?

At the age of 25, I was thrown into the ranks of “Sales Manager.” I received very little training for the position. You’ve already seen some version of this story before.. “Top sales agent gets promoted to manager.”   In the beginning, I was VERY unskilled at being an effective manager. It was a painful …

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Tommy Boy!

One of my favorite sales movies of all time is Chris Farley’s “Tommy Boy.” Years ago, I actually taught a training course where we took lessons from the movie. People loved it! In celebration of the 20th anniversary of the movie, Mikita Mikado wrote an article about sales and Tommy Boy.  I thought it would …

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10 Leadership Lessons from Golf!

Do you have a bucket list?   One of the biggest things on my bucket list is playing as many of the top golf courses in the world as I possibly can before I “kick the bucket.”  I am an avid golfer.  I love the game and the life lessons it can teach us.  In fact, …

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3 tips to breathing your way to better sales

Wanna sell more?  Breathe!  One of my mentors shared this idea with me.  He asked me if I wanted to be a top producer?  I said, “Of course!”  However, I thought his idea was a bunch of hocus pocus.  It was my practice to stay opened minded and so I was willing to follow his …

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If you don't have time to read this: READ IT TWICE

Last year I read an open letter email that was life changing. In fact, this information was regarded as one of the Top 10 Leadership Stories of 2015. This one document has helped increase my performance and production. When I was a young leader, I didn’t pay much attention to “optimizing performance.”  I felt bullet …

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I Don't Want my Business to Perish!

Great leaders are always learning. As an executive coach, I have found that most leaders understand the value of learning.  Earlier today I was talking with the CEO of a “moving and storage company.” This business owner had a burning question. He asked me, “should I double my storage space?”  He began describing his current dilemma …

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Is it Really an Objection? Or your Strength?

When I was a new inexperienced sales person, I dreaded getting objections from my prospects.   As I studied and trained, I learned that objections were actually gifts!  I learned to think of objections in a particular way and I embraced them. I saw objections as a blessing. Without understanding my prospects concerns, I can’t …

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