Posted on Monday, March 9, 2020

It’s Time To Stop Making Excuses

How often do you want to quit what you’re doing during your workday? How often do you give yourself a reason—any reason—to leave your office? It’s time to stop making excuses for your behavior.

Motivating yourself is all about having good self-talk. But it’s so easy to let negativity creep in around the corners of our day. And when it does, it can have a domino effect on every single area of our lives. Negativity can hold us back from reaching our goals. It can damage our relationships and prevent us from moving up in our careers. Frankly, negativity is poisonous. If you want to end negativity and the effect it’s having on your productivity and happiness, I have one simple tip for you.

Posted on Monday, March 2, 2020

How the 4 Stages of Learning Can Help You in Sales

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I live by the idea “Always Be Learning.” One of my favorite authors, Stephen Covey, calls it “sharpening the saw.” In short, knowledge is a lifelong journey to engage in continually, not a destination to reach. I teach the 4 stages of learning at the beginning of every single coaching and consulting relationship.

A lot of people don’t understand why they’re not growing. The answer is always that they need to be learning more. No matter what you need to learn, there are 4 stages you’ll progress through each time you encounter new knowledge. Understanding them is key to mastering the knowledge at hand.

Posted on Monday, February 3, 2020

Using the Tie-Down Close Effectively

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If you’ve ever watched Law & Order or any of the other criminal junkie shows on television, chances are you’ve heard an attorney shout the words, “Objection! Leading the witness.”

Leading the witness isn’t allowed because it can sway the testimony to the attorney’s benefit. It can almost be a way of putting words in someone’s mouth. It’s known as a tie-down, and the principle behind it drives one of the most effective closing techniques in all of sales.

Posted on Monday, January 27, 2020

Why You Lose When You Compare Yourself to Others

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Theodore Roosevelt once said that “comparison is the thief of joy,” and he’s right! The moment you begin to compare yourself to someone else, you’ve already lost.

Looking at the success of others (or their “perfect” family, or car, or home, etc.) and thinking they have all the luck can lead you down a very dangerous path. At the end of that path lies the scarcity mentality and all the pitfalls it entails. So how you can avoid letting the success of others rob you of your wins?

Posted on Monday, January 20, 2020

The Three Levels of Goal Setting

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I’m a big believer in the power of having goals, so I’m always excited to see people motivated to set them. But I also see a constant problem in that arena: The goals some people are setting are simply astronomical.

It’s healthy to set these hardcore, challenging goals—don’t get me wrong. But they can really backfire if they’re the only one you set. There are three distinct levels of goal setting, and each of them are vital.

Posted on Monday, January 13, 2020

How to Become Referral-Worthy

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Many of us rely heavily on referrals to find new leads for our pipelines. Therefore, nurturing referral relationships is one of the most important things we should be doing on a daily basis.

But are you taking for granted that these people will keep sending business your way? You may think you’re satisfied with the number of referrals you’re getting now, but what if you’re leaving more on the table than you realize? Or what if there was a way to get better quality leads? Wouldn’t you want to know how?

Posted on Monday, January 6, 2020

5 Ways to Stay Motivated All Year Long

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When we approach the start of a new quarter, thinking about the status of our goals for the year is only natural. And it’s completely normal for motivation to come in spurts. It can be hard to stay motivated throughout the calendar year.

But if we allow ourselves to get knocked off track, there’s no hope we’ll ever establish a pattern of setting goals and crushing them. So how do I do it? With five easy steps.