The Law of Compensation
The Law of Compensation Download the Worksheet Last week, we talked about the first Law of Stratospheric Success from the Go-Giver by Bob Burg and John David Mann. In this week’s training topic, we dive into the second law, The Law of Compensation. This law is critical to your success in professional networking, in gaining…
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The Law of Value
Training Topic Worksheet Download In The Go-Giver by Bob Burg and John David Mann, Joe goes on a journey learning that giving is the key to success and becoming a Go-Giver transforms not just his business…it transformed his life. This is one of my most recommended books and a very easy read. If you haven’t read the…
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Let’s Pretend Conversations
A powerful, unassuming, simple to implement, and essential tool to have in your sales and leadership toolbox. Let’s Pretend Conversations are a firm mutually agreed agenda and the bridge between your discovery conversation and presentation. When I work one on one with clients and sales teams, they typically aren’t allowed to do any form of…
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Questions Are the Answer!
People Don’t Need to Be Closed, and They Love to Buy. Downloadable Training Topic From the Seven Habits of Highly Effective People by Stephen Covey, we learned, if we were lucky, his 5th Habit: Seek First to Understand, Then to Be Understood. Why is it then that many “Old School” salespeople and the image of…
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Focus Sprints
TRAINING TOPIC WORKSHEET We’ve talked about income-producing time and non-income producing time, which deals largely with knowing the difference and protecting your income-producing time to grow your business. Whether you’re producing income or attempting to get a fun project wrapped up on the weekend, increasing focus is often helpful; however, when it comes to income-producing…
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Empowered Mornings
TRAINING TOPIC WORKSHEET How do you show up for your own life when you get out of bed? One of the most critical aspects of a life fully lived, highly productive, and highly enjoyable is getting each day out of the starting blocks in a way that sets us up for success. I’ve heard a…
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Sleeping for High Performance | +15-25%
How’s Your Sleep and How Does Sleep Affect Performance?Training Topic Worksheet [Note: I am NOT giving medical advice nor suggesting you do any of the following without the advice of a physician. I am sharing a few things I’ve figured out about my own sleep challenges, habits, apnea, and how they have dramatically affected my…
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Goal Hacking & The P.U.R.E. Model
Goal Setting, for most professionals, is typically wildly ineffective, leads to frustrating, if any, lasting results, and almost always leads to reduced self-esteem.
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Keep Your Prospect “Safe”
Keep your Prospects Feeling “Safe” Downloadable & Printable Worksheet Ego States The psychologist, Eric Berne, theorized that we all have three recordings of videos running when we are first brought into the world through about age 5. The videotapes or “tapes” create our three ego states: Parent, Adult, and Child. Your Adult video recorder is…
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Personal Emotional Needs (PENs)
Why People Actually Buy. Downloadable Training Topic People make the initial decision to buy or not emotionally from their Child Ego State, nearly 100% of the time. Then their Adult and Parent Ego states fight out the details. You can take a much deeper dive into Transactional Analysis at ChangingMinds.org. If you’ll pretend I’m even…
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Mutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
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Centers of Influence (COI)
Growing Your Networking Team Noel Malan with Five Rings Financial shared a great analogy comparing Koi Fish Ponds to Center of Influence (C.O.I.) Ponds. Though nothing like traditional Japanese Koi ponds, they are similar in that you can link your C.O.I. ponds with other ponds to exponentially grow your pond. In essence, when you…
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