Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

VIDEO: Growing Revenue and Increasing Profit


Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]

Are Your Results Rewarding?

Are your actions rewarding? Are you moving ahead. Think about where you are and where you want to be. Are your actions taking you there? If not, what has to change? [Read more…]

I Was Wrong!

Last week someone came up to me at a networking event and introduction themselves and shared they first heard me present at a chamber event in 2002. I asked them what they remember from that talk, because I may have to walk some of my advice back.

Our market changes everyday and sometimes the advice I gave, is no longer true. [Read more…]

What Are You Willing to Tolerate?

Last week I spent a day on a ride-along with a sales rep visiting existing accounts and meeting new prospects. The conversations during the miles we covered were mixed between business and personal topics. One personal story was about how the rep can’t find her hotspot at home, so she has been using the cell phone as a hotspot. I asked her how long the hotspot was missing and she said about 3 months. She was not sure if her daughter hid it or the dog ran off and buried it in the backyard.

The following week when the sales report came out, she fell short of her weekly goals.  I reminded her about the story she told me about the missing hotspot. I asked her if she is willing to tolerate substandard results at home, she will also accept substandard results at work and she will never succeed if she continued to believe she doesn’t deserve anything better than what she is getting. [Read more…]

Define Yourself

During a political season, each candidate defines himself or her­self before their opponent does it for them. As the campaigns heat up and issues are tossed around in the media and discussed with friends and neighbors, you can base your beliefs on what you believe to be true, based on your evaluation of each candidate.

The effort to “define yourself ” is not limited to just political fig­ures. You do it for yourself as a salesperson who constantly opens yourself up for acceptance and rejection in the role you play. You also take the risk of letting others define you, causing you to live according to their definition of you instead of your own. But by defining yourself, when you are rejected by prospects, criticized by others and judged by strangers, you will know their judgments to be untrue because you have decisively defined yourself. who-am-i
When you define yourself, you are consciously deciding what your goals and values are now and in the future. To help stay on track when you are tempted to accept and believe criticism, these goals and values determine your daily behaviors and priorities. Here are three questions to ask yourself about who you are and want to be. [Read more…]

Fight and fail; the only option worth taking

Lately it seems I’ve be learning a lot of lessons.  Which is another way of saying; I’ve been attempting new activities and not achieving the preferred outcome.  This is frustrating for me and I imagine the same for others who are constantly doing the same.

I don’t want to learn anymore lessons for a while.  I want a normal day of mediocrity, filled with a calm contentment and no surprises; like working on an assembly line for a few months. [Read more…]

Leaders Never Stop Learning

This time of year there is a buzz with back to school and back to business, like the beginning of a new year.  As you probably know the school year was established around the harvest season, yet it has not changed as our country has evolved into a more industrial age.

Watching successful sales leaders, one of the first questions I ask is “What books have you read recently?”  There is never a hesitation to share a title or author.  Every day delivers an opportunity to learn something new if we have the Wonder.  The Wonder is the first step of change.

We have to ask ourselves, [Read more…]

Self-forgiveness Begins with Others

Jack was playing center outfield during the third game of the season. He’ll be 10 this year and is starting to refine his baseball talents. It’s his favorite sport with football a close second.

In the fifth inning a pop fly was hit in his direction. He got under it, adjusted his stance, focused on the falling ball but couldn’t hold on to it and dropped it. He grabbed the ball and threw it to second base. The batter was safe.

He had a tough time letting that error go. Jack is one of the better players on the team. He commits to keeping his skills sharp with additional practices in the off season and learning by watching professional MLB players on television.
Baseball player jumps high to catch a fly ballDuring the ride home, Jack was silent, though his team won. His father asked him what’s wrong. He just kept repeating he should have caught that pop up in the fifth. He couldn’t forgive himself.

His father reminded him of a last game they played when one of Jack’s teammates, Taylor, missed a pop up, causing the team to lose the game. Jack criticized Taylor all the way home and blamed him for losing the game. “Perhaps the withheld forgiveness that Jack held towards Taylor is the same withheld forgiveness Jack feels towards himself,” his father thought. He shared that thought with his son. Then he thought about it in his own life. [Read more…]

I know why I’m stuck. Here’s what I’m going to do about it.

It happened. I’m in a rut. A bit ironic, because I teach a full-day workshop called From Rut to Strut. Now I need to practice what I teach.

Let me share more about my state.  I’m busy!  Never been busier.  But I’m not growing.  As a person, I am not growing.  And as a business, I am not growing. [Read more…]