5 Selling Tricks Guaranteed to Repel Sales

In many cases, sales have a bad reputation. You know the snake oil peddler and the used car salesman. The emphasis is not solving a customer’s problem but rather making a sale. Repel sales with these 5 selling tricks: 1. Use deception to get an appointment or make a sale. Even though you succeed, what […]

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The Power of Clarity

Lack of clarity at any level in your organization diminishes the possibility of success. Being unclear about the purpose of your business, for example, no one knows what strategies to pursue. If you do not know where you intend to go, any direction will do. Didn’t the Cheshire cat say this to Alice in Wonderland? […]

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Your Mindset Changes Everything

Your mindset predisposes you to failure or success. That’s the bad news AND the good news. Your mindset dictates how you approach anything. Dr. Carol Dweck, Professor of Psychology at Stanford University explains that in a fixed mindset your talents, intelligence and abilities are cast in stone. They are set and finite. No matter what […]

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Engaged Employees Improve Your Results

Why does a team of smart people produce poor results? It does not make sense when the people you hire cost more than they are worth and it is frustrating. There is a correlation between good business results and engaged employees. Unless employees feel connected to your business purpose as well as to others in […]

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16 Ways to Succeed that I Wish I Had Known

Mentors and coaches can change the trajectory of someone’s life. I made a list of 16 ways to succeed that wish I had known. I would like to have known these ways to succeed when I was in my twenties or earlier. It is in no special order. What resonates with you? Now is all […]

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7 Steps to Give Procrastination the Slip

Postponing unpleasant or difficult tasks is the procrastinator’s modus operandi. We all do it to some extent or other. The good news is that there is no gene for procrastination. It is learned behavior. If you are in the costly trap of procrastination, adopt new behavior that improves your productivity and efficiency. Boost your confidence […]

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Gratitude is More than a Platitude--It's a Smart Business Strategy

Writing in the Harvard Business Review Blog (January 23, 2012), Tony Schwartz cites a worldwide survey conducted by Towers Watson. The survey states, “The single biggest driver of engagement is whether or not workers feel their managers are genuinely interested in their well being.” Would it surprise you to learn that less than 40% of […]

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Forget Strategy Unless You Are Committed to Execution

Without execution, a brilliant strategy is only a brilliant strategy. I am an advocate of brilliant strategies. However, most of the work in an organization is executing strategies not creating them. Consider a strategy to take care of your car. It is an important part of your job and you want your car to last […]

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Expectations Do Not Guarantee Success Despite Hard Work

Many people frequently use the words expectation and aspiration interchangeably. However, the meanings are not the same. I found this definition of expectation on the internet: a strong belief that something will happen or be the case in the future. Imagine setting the expectation of making a 20% profit on every project for the next […]

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Why Interest in Others Is Key to Attracting the Right Client

When I meet someone so enamored with his own verbiage that I cannot hear myself think, I remember my father-in-law.  His wisdom, “He likes to talk to hear his head roar,” comes to mind. Curious listeners make excellent conversationalists.  They also make good impressions at networking events, conferences and dinner parties. Incessant talkers send me […]

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