How to Overcome Your Fear of Selling Yourself

How to Overcome Your Fear of Selling Yourself

Years ago, I spent a summer in the desert of Arizona selling for a computer services company I worked for. I was tasked with driving around to businesses, walking in cold, and pitching the service. Over that summer, I did put a fair amount of miles on the car. Sadly,...

A Few Simple Rules for Work

A Few Simple Rules for Work

As a parent the hardest thing to do is not to be a hypocrite. You tell your kids to do one thing – the right thing – but you don’t stick to your own advice. Often the right thing is more difficult than the wrong one. This is very human of us: we want our kids to be...

The Formula for Making Money

The Formula for Making Money

It was 9:45 on a Saturday night. In California. That put me five hours past my regular East Coast bedtime. But there I was, still on stage in front of over three hundred small-business owners, showing them how to extract more profit from their businesses. I loved it....

5 Ways To Do Nothing

5 Ways To Do Nothing

I got an email at five in the morning that made me angry. It pressed every button. It accused. It threatened. It copied other people. It attempted to make me feel guilt. It attempted to make me feel fear. I can go on. I started to type a response and then I stopped....

How to Sell More With The Instant-Reverse Close

How to Sell More With The Instant-Reverse Close

“Victory becomes, to some degree, a state of mind. Know ourselves superior to the anxieties, troubles and worries which obsess us, we are superior to them.” – Basil King Throughout your sales process, objections are like signposts. They lead you step-by-step toward...

The Ultimate Cheat Sheet For Selling Anything

The Ultimate Cheat Sheet For Selling Anything

I’ve never read a book on sales. They seemed corny. Like many people, I always looked down on the concept of “selling.” It seemed like something lower than me. To some extent, selling appears manipulative. You have a product where you give the perception it has more...

Look Closely. The Simple Truth Is There.

Look Closely. The Simple Truth Is There.

November 8, Red Bank, N.J. November 14, Great Falls, Montana. November 15, Missoula, Montana. November 16, San Bernandino, Ca. November 21, Virginia Beach, Virginia. November 23, Columbia, South Carolina. November 29, Las Vegas. November 30, Boston. This was the...

How to Write Clearly and Be Understood

How to Write Clearly and Be Understood

“Did you get my memo?” I was trapped under the fluorescent lights of an empty morning hallway. And there wasn’t even a potted plant to hide behind. “Yes,” I said. “I received it. Thank you, Bob.” I’d read it that morning. And I had no idea what he was talking about....

How to Become a Recognized Expert in Your Field

How to Become a Recognized Expert in Your Field

A few years ago, I set out to determine why some people are the recognized experts in their field, while most of the other practitioners toil in relative obscurity. It’s an important question, because those who are the established gurus in their respective specialties...

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