Velocity Mindset
I believe that sales people are leaders. You are leading people through a conversation and offering them the best solution that helps solve a problem. So as a leader, what do you do to get people to listen to you? I joined Gerhard Gschwandtner on Selling Power TV to discuss how to apply neuroscience to…
Today is an exciting day, as I received my new book, The Velocity Mindset® in the mail. The result of work that was done over the past 14 months has finally appeared in my hands. So what does it take to successfully complete such a major project? Find out in this video! #VelocityMindset #leadership #ReachYourGoals…
Why is focus such an important part of your mindset? How can you use the “art of the pause” to increase your chances of success dramatically? And what would the world look like if everyone had Velocity Mindset®? I joined Gerhard Gschwandtner on Selling Power TV to answer these questions and more. Check it out!…
So what is Velocity Mindset? And how can you use it to overcome the self-imposed limitations and achieve what you want in life? I joined Gerhard Gschwandtner on Selling Power TV to discuss how to let go of the self-limiting beliefs that hold us back and achieve results faster. Check it out! #VelocityMindset #AchieveResults #LimitingBeliefs
While prospecting is one of the key stages of the sales process, it is also one of the most difficult ones. Almost half of sales reps admit they find prospecting to be most challenging and struggle with it. Yet, there are no sales without prospecting. The math is simple: the more prospects you generate, the…
Have you ever thought about what your life would be like without challenges? Where would you be and who would you become if you never had to get through crisis, face decease or fail in any way? Today’s video was inspired by the recent interview with a young boy who was suffering from sickle cell…
All of us have scar tissue – but it’s the emotional kind, not the physical one, that can hurt us the most. You develop emotional scar tissue when you get rejected, defeated, betrayed or hurt. It can stop you from moving forward and achieving what you want in life. So what can you do next…
We all take on guilt for the things that are beyond our control. But all it does is strip Velocity away from our lives and hold us back. In today’s video, I share a powerful strategy that you can use to free yourself from unjustified guilt and gain momentum in life. It’s truly liberating, try…
Velocity is not simply about doing more in less time. Velocity is about getting past all the fears that are stopping you from moving forward. In this video, I share a true story from the “Love’s Executioner” book written by the famed therapist, Irvin Yalom. So pay attention, because there’s a valuable lesson in it.…
Every time I talk to a CEO or a sales executive who is about to go into a meeting, my first question for them is what is their goal for that meeting. And all too often, they are going after the wrong destinations and that is why they fail. So how do you set the…
When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
Read MoreI want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
Read MoreIf you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
Read MoreA few years ago, I was taking a self-improvement course in New York City with a good friend of mine. After the program, we returned to my condo in Fort Lee, New Jersey, on the 10th floor. Now, my friend is an accomplished pilot. He flew overseas commercially for a major airline and was a…
Read MoreA few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
Read MoreThis past Sunday, we had a great Super Bowl with an overtime win—the San Francisco 49ers against the Kansas City Chiefs. Both teams had two different styles of quarterbacks. One of the reasons both teams made it to the Super Bowl was because their head coaches leveraged each quarterback’s strengths. Coach Andy Reid, with the…
Read MoreDo you know how to reframe your argument to move forward? Reframing is a cognitive technique used both in psychology and communications to shift your viewpoint as to how you see the problem so that you can see it correctly. Hertz reframed the situation a while back when they surveyed their top renters. The biggest…
Read MoreIn 2006, I collaborated on a negotiation book with famed negotiator, Herb Cohen. Herb has a saying that negotiation is a game, a game that both sides want to win. Yet, most people lose velocity in their efforts to negotiate a deal because they are married to getting the deal exactly the way they want…
Read MoreSo, before you go asking for the deal, do you know your POPs? POPs stands for Points Of Power. Yesterday, I was coaching a young lady who needed to ask for a significant deposit, and that was giving her a little bit of agita. So, I asked her: “Is this a repeat client?” She goes,…
Read More25 years ago, when I started my speaking and consulting business, I started my first office in an executive suite. I met this person who worked for a computer company and we developed a friendship. Every morning we’d come to work, we would meet in the kitchen, and we’d have our morning coffee. We would…
Read More