Surviving Success (330)

Dog chases car. Dog catches car. Dog has no idea what to do with car. Success can be like that. We spend so much time pursuing it that once we achieve it, we’re not sure what to do next. Yeah, I know – it’s a great problem to have. But it seems that no sooner [...]

A Definite Plan, A Burning Desire (329)

It’s ancient advice for earning wealth. And I use the term “wealth” very loosely. Financial gain. It’s effective advice for accomplishing most things. Just about anything. A definite plan. A burning desire. “Anybody can wish for riches, and most people do, but only a few know that a definite plan, plus a burning desire for [...]

Once You Find It, Follow It (328)

No, it’s not passion. No, it’s not some willy-nilly dream. No, it’s not some mythical north star. It’s who and what you are. It’s the essence of YOU. Lately one of the most common conversations I have is about what Donald O. Clifton, the father of the StrengthsFinder movement, called “soaring with your strengths.” Simply [...]

Understanding How People Really Buy – Part 2 (327)

Curiosity and common ground. Those are two ingredients for helping prospects break their autopilot behavior. How? Storytelling. Help them imagine what your product or service will do for them. You put them into the story and have them experience it. We’re all able to project ourselves into some future circumstance. As we imagine it, we [...]

Understanding How People Really Buy – Part 1 (326)

Salespeople tend to think features will make a difference. If only their product or service included something it doesn’t yet have…then their sales success would be possible. “Customers want _________ (they’ll talk about something specific that’s missing from their current offer).” Disruption is the order of the day. It’s not new and it’s here to [...]

Don’t Fence Me In (325)

In 1945 Gene Autry released a recording of the song that hit #4 on the charts. By then the song was about 10 years old. Through the years it’s been covered by lots of people from Harry Connick, Jr. to The Killers to Willie Nelson. It’s a country and western song that depicts the yearning [...]

The Genius Of Being Bold (324)

Genius gets more freely thrown around than hero. Both are grossly overused. But I’m still going to use genius when it comes to today’s topic of boldness. Bold has some terrific synonyms. Daring Fearlessness Bravery Courage Audacity Confidence Enterprise Grit Guts Moxie I rather like them all. Now you can better understand why I’m going [...]