What to do When a Prospect Says "No!"

handling objections Jun 28, 2019

What do you do when you get an answer that you don't expect to get, that you don't want to hear?

What do you do when someone tells you, "No, I don't want to buy your product. I don't want to buy your service. I don't want to do business with you."

How do you take that information and move forward?

So many people in life quit when they get an answer they don't like or when they get a no or when they get a rejection. The people that succeed in life, the people that get ahead, they learn this one technique. They learn how to take the no and reframe it in their brain into a positive.

Now, trust me, there is always something positive that you can find in a situation. It may be a little difficult for us to find it, but if you're able to take that situation, whatever has happened, reframe it in your brain, find the positive, you'll be able to move forward. This is what we do in sales because sales are all about yeses and nos, and you get both of them.

If you want to move forward in life,...

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Using The Law of Incrementalism for Attainment of Big, Huge, Gigantic Goals

productivity Jun 25, 2019

Did you know that 92% of the people that set goals on New Year's fail to achieve their goals? It's a really high number. In fact, after 30 days, of the group of people that set goals, only 25% of them are still working on the goals. What happened?

Well, typically they run into a difficult moment or they have a disappointment or a setback and they quit. They don't move forward. This is usually what the case is.

Now, do they fail because they're lazy? No. Do they fail because their goal is too big? No, probably not. In fact, I think it's good to set big goals. Big goals are attainable. I encourage you to set big goals.

The more likely reason they failed is they didn't understand the formula, the success formula, for achieving big goals. I'm going to reveal to you, the secret formula that you can use to achieve all your goals and to achieve all your dreams and desires. 

Now, here's the secret. It's something I call the law of incrementalism. And when I share this with you, you're...

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How to Get Everything Done in Your Day With Less Stress & Greater Satisfaction

Uncategorized Jun 04, 2019

In this blog, I want to cover the issue of planning and how you can be more productive with some simple planning. We all live busy lives. We think that technology's going to make life easier and somehow it doesn't seem to have done that. We're busier than ever.

We've got more things to do, we've got more distractions, we've got more devices that are interrupting our day. We've got text, we've got emails, we've got phone calls. We've got all sorts of other interruptions that happen during the day. We've got responsibilities with our family, with our kids, with our spouses, with our bosses, all kinds of things that can drag us off the path of being productive.

But you know, if you're able to do this one simple thing everything will change for you. You will stop being unproductive and you will stop being miserable at the end of the day and feeling like you didn't accomplish everything you wanted to accomplish. Here's the one simple thing. You've got to get good at planning.


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Why Most Business People Feel Stressed, Tired, & Overworked


Do you feel like you're constantly running in a hamster wheel day, after day, after day going round and round? Do you feel like you're barely keeping your head above water, you're just treading to stay afloat? Do you feel like you can't get everything done in the day that you want to get done? Do you feel like there's more in life but you just don't know how to go after it because you're so busy?

If you do, you're not alone. Most people feel this way. In fact, it's such a problem that 39% of the people that were surveyed said they constantly feel stressed because of everything that they have to do because they can't seem to get caught up and get ahead.

Now, I know that this is the case because I was one of these people for a really long time. And I never felt like I could get ahead. I just felt like I was day, after day, after day, plodding along and I wasn't getting to where I wanted to go to. I don't know if you feel like you're one of those people or not, but if you are, keep...

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The Importance of a Plan

planning May 14, 2019

I'm getting ready to do Iron Man #7 tomorrow morning, and I was just reviewing my race plan. And for those of you who don't know what a race plan is, it's pretty much a detailed map of everything that I expect to occur during my 14-hour race. And, it details and lists out the things, the activities that I will do, that I will engage in. Things like how often I will drink water, how often I will take electrolyte tablets, how often I will eat, all of those things. How fast am I going to swim during the swim portion of the race, what's my expected time, how fast am I going to ride on the bike for the 112 miles, what's my average speed, etc. So, all of those things are things that I'm monitoring while I'm doing the race.

And it is because of that, I'm able to accomplish two things. Number one, I'm able to successfully complete the race, and number two, I come pretty close to the time that I schedule to finish the race. Time after time, when I do these races and when I set a time, and I...

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Most People Do This and it Makes Them 40% Less Productive!

productivity May 13, 2019

In this blog, I want to share with you some information about productivity. You know the most successful people all do this one thing. And if you want to be successful in whatever you do in life, whether it be in business or in your personal life, you'll also get good at this one thing.

I often hear people talk about the fact that they don't have time in their day to get everything done or that they wished there were more hours in a day. Now, here's the truth my friends, you're not going to get any more hours in your day. We all have the same 24 hours. Some people just know how to manage what they do within those hours much better than others. The other thing is, you can't manage time. People think that they can manage time, but science has not yet shown us how we can do that.

All of those courses that are called "time management" are really a misnomer. It's really activity management. So, the most successful people know how to manage the activities in their day. There's really no...

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Yes...You are in Sales!

sales skills Jan 01, 2019

Are you in sales? Before you answer that question think about what sales really is. Most people (except sales professionals) don’t consider themselves to be in sales. I think the reason is that they don’t really know what sales is about. First, let me explain what it is not about. It is not about convincing or tricking someone into buying a good or service.

Here’s what sales is. Sales is bringing a buyer and seller together with all the right elements of information and need to create a purchase situation. Sales is about problem-solving. Sales is about information sharing. Sales is about influence. Nothing more nothing less.

Everyone uses influence in their lives. We influence our kids to get them to behave the way we’d like them to behave. If you are married or have a partner, you had to influence that person to accept you as a mate. If you have a job, you had to influence the hiring person to hire you....

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Improvement Requires Self Awareness

Uncategorized Sep 10, 2017

We often lie to ourselves about the progress we are making on important goals. Why do we do this? Because this is how the brain works. It is a natural human trait to act more out of self-preservation than out of rationality. We have a tendency to tell ourselves tales that justify what we’re doing or failing to do. Unfortunately, the tendency is to allow our stories to masquerade as facts. We seek information that reinforces our view and filter out or ignore information that contradicts our view.

For example, if you want to lose weight, you might claim that you’re eating healthy. But in reality your eating habits haven’t changed very much. You make one modification and blow it up to make it a bigger deal than it really is. Unfortunately, it’s usually not enough to get you to your goal. You make soft excuses that make yourself feel better about having a goal that you haven’t made much real progress towards. Sound familiar? Well, if not true for you, it...

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Achieving Balance in Life

Uncategorized Jul 10, 2016

What is balance? What is balance in life? We often hear people talk about being out of balance in life or complaining about their life being lopsided. Usually, these complaints involve work and the fact that it can sometimes seem to consume your waking periods. One of the first things that I need to make clear to you is that work is part of your life. It pays the bills, and it gives one a sense of purpose. It also helps if you like what you do!

Don’t get me wrong. Living a balanced life doesn’t mean you take more time from your work life by attempting to reallocate it to other parts of your life. In fact in many cultures, this would not be possible. If you reside and work in the United States, you are probably working more hours than most all other industrialized nations (see the chart below). Longer working hours is mostly a cultural issue, and it’s probably not going to change radically.

So, living a balanced life is not necessarily about time portioned...

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Want success? Take these five steps and reap huge rewards!

It doesn’t matter if you are trying to achieve personal success or you are a corporation trying to reach your peak performance potential; using the five step SPEAR method will greatly increase your chances of successful goal attainment. It’s simple to understand simple to use, and best of all, the highest achievers and most successful companies all do the same things.

Like the tip of a spear, the power of any great plan is getting to the point. What is the exact result you hope to achieve? Your goal should be focused, detailed, and clear enough so that anyone reading it understands exactly what your objectives are.

Set a Goal
It doesn’t matter who you are; top-level athletes, successful business-people and peak performance achievers in all fields use goal setting strategies. Setting goals gives you long-term vision and short-term motivation. It focuses your ability to acquire knowledge and helps you to manage your time and your resources so that you can get the...

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