Stop Passing the Buck. As the former Navy Seal, Jocko Willink says, extreme ownership is a required tool for every leader. Many of our national leaders are setting the wrong example. They are too busy playing the blame game, and their people are suffering. Extreme ownership does not mean we are to blame for everything […]
Before I address how we can get better in sales, or any other career or area of life, let me share that I was honored this week to be included in a list of Sales Influencers: https://www.integritysolutions.com/insights/blog/sales-influencers-2020 I’m sharing the list for several reasons but one reason is that it’s a clue to how we […]
The One Thing Everyone Craves—Including You Whether it’s at work or at home, you’re surrounded by people who need something from you. When they clearly express what they want, life gets easier. But there’s one universal need we all have—and most people never say it outright. William James, often called the “Father of Psychology,” summed […]
Christmas has come and gone. Did you get what you wanted for Christmas? Was there something you wanted but didn’t tell anyone? But even more important, are you getting what you want in your life? I often tell clients (and myself) that knowing what we really want is often a bigger challenge than most realize […]
“ “Miscommunication is the number one cause of all problems; communication is your bridge to other people. Without it, there’s nothing. So when it’s damaged, you have to solve all these problems it creates.” -Earl Sweatshirt, Rapper Thanks to Alan Weiss, Ph.D. for sharing this quote in his weekly newsletter. www.alanweiss.com
An Elite Performance Tip for Salespeople (And applicable to all of us): Admiral McCraven tells us that if we want to change the world, we should start by making our beds (in his video that went viral). I say, maybe, maybe not. Instead, find what works for you. With great respect for Admiral McCraven, after […]
John Foley was a Commander in the United States Navy, a pilot, and a member of the Blue Angels. Now he is an author and speaker about performance and he recently wrote this in his newsletter: “We as human beings don’t perform at our full potential; rather, we perform at a belief level. It follows […]
Over the past month, I’ve shared with a few clients the difference between outcome goals and process goals. I’m not sure who first came up with the distinction but it’s an important one. If we consider various goals, such as to get married, to make a sale, to “lose weight”, or to get a promotion, […]
I opened up an email yesterday from a salesperson trying to reach me and he began with, “I apologize if I’m bothering you…” My first thought was, why are you apologizing for doing your job? And, why apologize if you think you can help me in some way? There’s a time to apologize, of course. […]
