04 March 2011 ~ 0 Comments

Vested Interest

You have to be invested in their outcome before your client will ever consider investing their income. Demonstrate true concern for their success. Make sure you have skin in the game — their success should create a path to your success. A vested interest in helping your client win will help you win their trust (and their […]

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17 February 2011 ~ 2 Comments

Sales. You’re Not Doing it Right.

If you’re talking price instead of profit… You’re not doing it right. If your prospect doesn’t say “great question – no one has ever asked me that before…” You’re not doing it right. If your prospect isn’t helping you create the elements that go into your proposal… You’re not doing it right. If you’re not […]

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17 January 2011 ~ 3 Comments

Inevitable vs. Optional

I saw a great quote from the Dalai Lama the other day — “Pain is inevitable. Suffering is optional.” It got me thinking about other things that were “inevitable” and our optional responses. Here are a few I came up with…

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23 December 2010 ~ 0 Comments

Back to The (Business) Brickyard

Your Business Brickyard isn’t some fluffy business fable as one might judge by its slim storybook size and hardcover. The business insights contained within were heard-earned by Howard Mann (the author) himself via his own experiences in running a successful (but stressful) freight and logistics company. The content is broken into core components that benefit […]

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22 December 2010 ~ 0 Comments

Red Rubber Ball At Work

The Red Rubber Ball At Work is an excellent companion to Rules of the Red Rubber Ball! I was expecting to be a more of the original (which I also loved) but the author slightly shifted the approach in this wholly original addition to the Red Rubber Ball series. I thought it was going to […]

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16 November 2010 ~ 1 Comment

What’s Your 20/20 Vision?

With less than seven weeks remaining in 2010, your mind may begin turning toward setting resolutions for the coming year. A few of you may even create or update your five-year plan. I challenge you to think even further ahead. Do you realize that you are a mere 10 years away from 2020? Say it out loud. Twenty-Twenty. It sounds […]

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28 October 2010 ~ 3 Comments

Tell Your Worries to Flock-Off

Worries flock together like birds. It starts with just one worry flapping its wings and squawking in your head, but it can quickly lead to other worst-case-what-ifs joining in. Soon you have an entire aviary of anxiety housed in your head. The thing about birds (and worries) is that any sort of quick movement toward […]

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19 October 2010 ~ 0 Comments

Behind the Curtain

Customers are curious. Customers like to “know” things. Let customers peek behind the curtain of your business to see how the magic is accomplished. The Wizard of Oz only succeeded in frightening and aggravating his prospects when he tried to make himself appear to be the big man and impress them with how big and […]

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22 September 2010 ~ 1 Comment

Attention! This blog post will make you money

Technically the title of this post is true… IF you click the link and buy yourself a copy of the book I’m talking about. Some may say I am biased because the author (Jim Kukral) is a friend of mine, lives in the city where I grew up, endures my familiar and eternal pain that is […]

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08 May 2007 ~ 1 Comment

Killing Cats

I’m sure you’ve heard the phrase “Curiosity killed the cat” it’s probably one of the more morbid cliches out there. Imagine, curiosity actually proving fatal to felines. Meee-OW! The phrase doesn’t actually spell out the fact that it was the cat’s own curiosity that did him in. Perhaps it is a human’s curiosity that puts […]

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