Inner Game

What are you listening for when speaking with a prospect? Are you listening for buying signals like you’ve taught since the 70’s? If so, that’s wrong.
So Why Do People Buy?
Our philosophy is really quite simple–people buy when they are either a) in pain with their current situation– or b) have a vision that will be [...]

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I would love it if once–just once–when I asked a person what their vision was, they had some answer.
Even a lame answer would be better than the blank look I get when I ask the question.
In the last few weeks, I’ve had a chance to ask a few people that question–and I’m convinced that there’s [...]

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Well, with our big seminar/workshop coming up on November 4 (in Indianapolis), we thought it useful to review what we mean by “rewire the sales mind.”
Today’s Lesson: How We Think Determines How We Act (And Achieve)
This is step # 1 in rewiring the sales mind–to understand that if you want to make quantum changes in [...]

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Let me say first I was not there when Mr. and Mrs. Obama made their pitch for Chicago as 2016 Olympic Host. So I speak from heresay. But if the reports/videos/transcripts are correct, they did a miserable job of selling it.
Had they been in our sales class-and come to us last week and told [...]

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Are you, by nature, a curious person?
Having worked with thousands of sales people–and hundreds of managers–I honestly believe it is a pre-requisite to income success to be curious.
Curiosity is the very basis of education and if you tell me that curiosity killed the cat, I say only the cat died nobly.”

When someone says to [...]

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Have you seen the new GM ads that tell you about a new car company? We’ve seen them, and they are actually quite nice—soothing and relaxing. But have you seen the local dealer ads about wanting to sell you a new car? They haven’t changed much, have they?
Wouldn’t you think that if GM really wanted [...]

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Bravo to Tom Watson for yesterday’s ‘almost win of the century’ in the British Open. If you were glued to your TV as I was, you might have been emotional. Not at Watson’s loss–but emotion at the guy coming from nowhere a week ago and putting on a performance of a lifetime–at a time in [...]

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I recently spoke at the Whale Hunting Women Summit (www.thewhalehunters.com) in Indianapolis. The idea behind Whale Hunting is that of conquering big deals, big clients, big ideas. All of the women who spoke had an incredible story of a whale they had harpooned, beached and harvested! I thought I would share the basis of [...]

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We are forever talking about the Inner Game…the mindset of selling. So we’ve come up with a term that describes the mission at hand: Rewire The Sales Mind.
You’ll be seeing a lot about it in the next year or so. For our first part, I want to talk about what the “sales mind” even [...]

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