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The Law of Influence

August 30, 2020

The Law of Influence (Sales & Leadership) Over the last few weeks, we discussed the first two Laws of Stratospheric Success from the Go-Giver by Bob Burg and John David Mann:  The Law of Value and The Law of Compensation.  In this week’s training topic, we dive into the third law, The Law of Influence. The…

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The Law of Compensation

August 25, 2020

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

August 16, 2020

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

August 8, 2020

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!

August 1, 2020

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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Personal Emotional Needs (PENs)

July 26, 2020

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.)

July 18, 2020

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)

July 11, 2020

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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Empowered Mornings

June 20, 2020

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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Focus Sprints

June 13, 2020

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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Sleeping for High Performance | +15-25%

June 7, 2020

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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Linked-In or Linked-Out?

January 19, 2020

Effectively Setting Up and Growing Your LinkedIn Network Training Worksheet Download A lot of people I talk to tell me that they are confused about what LinkedIn does or doesn’t do, may be overwhelmed with setting up a new social media channel, may be lost and unsure of where to start, and most are disappointed with…

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