Believing Can Come True if You are Involved in the Believing

“Believing can come true if you are involved in the believing.”

I cannot remember where I heard this quote, but it stuck with me because it reinforces the axiom that your beliefs determine your behavior and your behavior (daily habits) determines the results you receive.  If you are not receiving the desired results in life, no matter the role you are playing, change begins with determining what you are doing and not doing (behavior) and then asking yourself why.  “Why am I doing this”? or “Why am I not doing that?”

Are your beliefs a choice?  Good question.  I guess now that I’m thinking about it, I would have to say YES.  We consciously decide what is true and what we want to believe as fact.  True would mean the means (behavior) justify the desired ends (results). [Read more…]

What is the Goal?

When I ask the entire sales department hierarchy, from the CEO to front line salespeople the question; “What is the goal,” the answers are not the same from everyone.  This can cause a lack of focus and collaboration from everyone trying to work together.

I recently attended a growing your business seminar with Alan Klapmeier as the keynote speaker and he defined personal success as 1) have a lot of fun, 2) make a lot of money and 3) change the world; and if you achieve 2 out of 3 you would be moderately successful.  If you only had one of them, you would have failed.  For instance, making a lot of money, but not having any fun or changing the world would be defined as an unhappy life.

Is that your definition of personal success?  Is there anything missing?  Take time to reflect.  (I will do the same and send an update if I find something.)

Let’s look at incorporating personal success and our professional career as a salesperson or CEO and answer to the question, “What is the Goal?”  [Read more…]

Time does not play favorites

Ever feel like some people have it better than you?  Whether you are Bill Gates, Warren Buffet or reading this post, one asset we all have is the same amount of time.

Everyone receives the same amount of time each day – 24 hours – with the choice to spend it as we wish.  Some may disagree with me, but I believe time is our most precious asset.  Once it has passed…it is gone. (At the time of writing this, I’ve been alive 17,112 days, none of them can get back or change.) We can only hope we will be given more time tomorrow, but time plays no favorites.  Below are 7 ways to better manage your time. [Read more…]

Failure puts you one step closer to Accomplishment

What experiences teach you the most, the successes or the failures?  As I watch my nephew get hypnotized by the Wii, he shares stories of how he learned to advance each level based on his failures.  He doesn’t give up, he just hits “start” after each “game over.”

We could learn a lesson from him and apply it to the different roles we play in the game of life as adults, parents, spouses, career-minded employees or entrepreneurs.  We have non-fatal failures and successes every day, and if we don’t, there is not enough activity happening.  The first step is getting outside our comfort zone. [Read more…]

From the Greatest Book on Sales ever written.

The Greatest Salesman in the World by Og Mandino was written in 1968 and has yet to be topped.  If you have never read the book or the 10 scrolls inside, it will change your life.

Here is Og and his story and below a PDF of his 10 Scrolls. Read one Scroll a day and live them for a lifetime. ENJOY!

Click below to read the Scrolls. Here are the rules!
Og Mandino 10 Scrolls

Choking – we become what we think about most

Dr. Sian Beilock PhD worried so much about “choking” it changed her career direction in high school to learn more about it.  Here is a brief video on the subject and a quick tip on avoiding cracking under pressure.

[Read more…]


“The only thing worse than training employees and losing them is not training them and keeping them” – Zig Ziglar.

Occasionally I’m asked if I can guarantee the results of a sales team after they attend a seminar and my reply is, “It is difficult for me to guarantee the application of the content presented and the commitment of a salesperson to their career success and professional development after they attend a seminar.”

Commitment is about applying what we know.  Often we know, but don’t.  We know how to make cold calls, but don’t.  We know we should exercise more, but don’t.  We know we should eat better, drink less, but don’t.

What are we waiting for?  Why can’t we decide to start and just apply what we know we should do now?

It boils down to one word; commitment.  How’s your commitment? [Read more…]

5 Outcomes of a Sales Call or Appointment

Every sales call or appointment ends with one, sometimes more, of these outcomes.  Knowing this will help guide your call and make yours and your prospects invested time more effective.

1)      YES – The best outcome!  You got the sale, closed the deal and the prospect signed the agreement.  Just don’t spend the commission until their check clears.  Now go make another 10 calls with this renewed enthusiasm.  Call on the ‘bigger’ prospects that you have been postponing until the timing is just right.  Now is the time.  Don’t take a break to celebrate when there is still time in the day to sell.  If you keep a journal, which I highly recommend, write this in it and refer back to it when you receive the 20 no’s in a row in the future. [Read more…]

You have the right, but do you have the ability to be successful?

The first American woman that flew into space, Dr. Sally Ride, passed away during the Olympics.  That day I heard an interview where a reporter asked another female astronaut, “Why are there not more women in the space program?”  The woman replied with, “Women have just as much a right to be in space as men do.”  I don’t disagree with that, nor do most other people, but a right is not the same as ability. [Read more…]

John Wooden: the difference between winning and succeeding

Let’s get back to school, back to business and back on track.  As you prepare, check out this simply profound message.

“I had three rules, pretty much, that I stuck with practically all the time. I’d learned these prior to coming to UCLA, and I decided they were very important. One was — never be late. Never be late. Later on I said certain things –I had — players, if we’re leaving for somewhere, had to be neat and clean. There was a time when I made them wear [Read more…]