For the most part, salespeople know what to do to increase their sales.
They know to prospect more, listen more than they talk, ask for the sale, gain commitment along the way, sell on value and not price, and so on. They KNOW these things.
They just don’t DO these ...
What's the number one thing we hear most about change? Here it is: "People hate change."
Yet, everywhere we turn people talk about how they want things to change.
Sales leaders want more sales. Managers want their teams to pick up the pace and do better work.
We want our ...
Most people see others who have achieved the "impossible" and wonder how they pulled it off. I have some insight into this from my former days as a psychotherapist and the past decade of being a coach in the corporate world and to private clients.
I've been a therapist and ...
We’re in a challenging market that makes it harder for companies to find the talent they need. Now is the time every leader and manager should be thinking, “How can we improve the performance of the employees we currently have?”
Given that, it’s time leaders paid more attention to the ...
I define happiness as feeling positive about yourself and the progress you're making in key areas of your life. Think about your work, your significant relationship, your goals, and even your big dream. These are all things that can and should contribute to our happiness and sense of well-being.
But ...
I'm reading a great book now, Chasing Daylight: How My Forthcoming Death Transformed My Life by Eugene O'Kelly, the former CEO and Chairman of KPMG. one of the top accounting firms in the world.
Mr. O'Kelly tells the story of years ago when he ran the famous San Francisco Bay-to-Breakers race ...
Jack Canfield either originated or popularized the formula E + R = O: Event + Response = Outcome.
The problem is most people respond to a challenging event with an automatic, subconscious response:
E + AR = O: Event + Automatic Response = Outcome.
We could also call our Automatic ...
I read a lot.
It all began when I was a teenager and read a short book, Your Greatest Power.
That began my quest to better understand myself, to gain insight into human behavior, happiness and yes, "success."
Today I read an article by a prolific writer who deals with ...
Years ago I had a friend who sold life insurance.
He didn't really like it and he only made enough money to pay his bills.
I suggested he find another kind of sales job; one he was better suited for and one he enjoyed.
He insisted he just needed to ...
Happiness—it's such a broad topic and one we tend to make more difficult than necessary. At work and in life, your level of happiness couldn't be more important.
I was recently a guest on The Energy of Success Podcast, hosted by author, speaker, and trainer Marc Schwartz.
Marc is an ...
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