Just One Thing

Let's talk about weekly numbers. These are numbers that we're going to step back a little bit. And instead of being on the ground in the forest, we're going to climb the trees and we're going to see it a little bit further. The first weekly number to keep an eye on is your gross profit number. Now I'm using that term weekly based on payroll frequency. If your payroll is weekly, then you can look a...

In a previous blog, I talked about not having a destination and how important it is to have the clarity that destination brings. That clarity creates focus. That clarity creates blinders. That clarity is kindness. And then once we have that and we start digging our trench. Now, something you might not know about me. I've had many careers in my life, but one of them literally was digging ditches. I...

I want to save you from the difference between direction and destination. Think about walking in a specific direction. It’s just that, a direction. A direction is very broad. I could go pretty much anywhere That's okay, but it doesn't help. What you want is a destination. Let me explain why. When you have direction, pretty much as long as you're facing the right way it works and it can be confusin...

We're so focused on making a sale and on getting those numbers. I need to talk to you about one word and that word is TRUST. You're never going to get someone to do something until they trust you. You're never going to be able to get what you want until they feel like you're giving them what they want. If you make recommendations and can't tie that recommendation to something that they exactly wan...

Are you focused on that person in front of you and their needs, or are you focused on what you need? Are you focused on what you’re lacking? Are you focused on your payroll? Are you focused on your bills? If you're focused on those things,  there’s a psychological term called perception of self-interest. If I'm your client or customer perceive a high le...

When you're focused on selling you're pushing your agenda. Instead, focus on the buying process, on what triggers the buyer, on what helps them make the decisions. How can you influence that? All of a sudden you're on the same side as your customer and you're helping them. You become an assistant buyer. Number one, what lessons can you learn from being a customer? Number two, no one likes to be so...

Today I’ll talk about sales. Remember, whatever you chase runs away. I’ll say that again. Whatever you chase runs away. How many of you have ever had a puppy get by you and run outside? Each time you go after that puppy, it runs away. And you know, the other day we got two new kittens and we had to get them to the vet. I actually had to have Brenda help me because one of the kittens was being a li...