Velocity Mindset
In today’s world, the pressure to quickly deliver innovative solutions can sometimes lead to unintended consequences. Just ask Boeing. Its recent spate of mishaps is causing it a lot of problems. From increased regulatory pressures to safety concerns to customers, fliers, like me, worrying whether or not the Boeing plane they’re on is actually going to get…
Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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…
I 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…
If 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.…
A 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…
A 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…
This 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…
Do 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…
Sunday night I experienced a rough flight out of Atlanta due to a line of thunderstorms and tornadoes making its way across the southeast. I was sitting next to a gentleman who had the window down, and I kindly asked if he would open it, which he did. I then proceeded to share my “wisdom”…
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What makes you feel more like a kid than watching things explode? Recently I had the privilege of interviewing Steve Spangler, a leading science personality, who has been blowing things up and mesmerizing audiences for the past 30 years. I love science, so you know I had to ask Steve to explain the scientific point…
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In Brandon Steiner’s new book Living on Purpose he shares a story about the University of Washington men’s basketball team losing its third game in a row in mid-February 2018. Even though the team’s record was 18-9, Brandon could see the team was despondent over its recent losses. During the game on Feb 15, Brandon…
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We all encounter speed bumps at times, those unexpected situations that threaten to slow us down—a client pulling their business, an employee going rogue, a competitor stealing your idea, objections from a prospect that gets in the way of closing more business. Situations like these slow our progress and threaten our Velocity. The most common…
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As spring approaches, I’ve been thinking of new starts and renewals, specifically of the time I decided to launch my speaking/consulting business over thirty years ago. I was in an unfulfilling management job at the time—successful but not satisfied. My business skills had helped me to succeed but so had two important questions: What is…
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Selling an intangible idea can be tough. When you are trying to sell your competitive advantage, it can be challenging to verbalize the concept in a powerful way that resonates with your prospect. Intangibles leave a lot to the imagination, and that doesn’t necessarily work in your favor. If you’re running into trouble, you may…
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Business is quite simple when you get right down to it. It’s all about problems. No matter what product or service you are selling, people buy from you to fix their problems. This tells us a lot about how to increase sales with the Velocity Mindsetô. The word problem can sound negative, but fixing a…
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We’ve all fallen into the trap of doing the same things over and over and expecting different results. Some people call that the definition of insanity. Here’s how it plays out in our daily lives: You are trying to figure out how to close a deal that won’t close. You want your client to realize…
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One of the biggest issues that prevent people from achieving their goals is a lack of clarity on their ASK. I encounter this problem all the time, and its impact is profound. For example, a sales exec calls me and asks how to handle a call with a new exec on the buyer side. The…
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Sales and leadership have taught me a great deal about relationships, and so have those of you who have been on this journey with me over the years. We have worked together and grown together, and you have allowed me to develop as a consultant, speaker, and writer. That is why I am so excited…
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