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How to become part of the inner woven fabric of your client’s organization

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. That's what I mean by becoming part of the inner woven fabric: they can't afford to get rid of you because the impacts will be...
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How to overcome your fears and live a life beyond limits.

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 former military pilot. I walked onto the terrace to see my family playing below. I looked behind me and suddenly saw my friend, the pilot,...
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The 4 Questions You Can’t Afford to Leave Unanswered to Close the Deal

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 that meeting was that for the first 20 minutes, Steve kept asking me questions about my opinion on various subjects. At that moment, I realized that...
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Do you leverage your strengths to win the game of life? 

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 Chiefs, leveraged Patrick Mahomes' three strengths. Mahomes has an excellent arm strength and accuracy. The accuracy is how far he could throw the ball. He...
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How to reframe your argument to move forward

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 complaint they received was how long it took to return the car at the depot and get back to the terminal. Hertz initially viewed this as...
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How to add Velocity to Your Negotiations

In 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 it. That is not negotiation. You see, negotiation is where both sides take into account each side's positions and come up with a deal in...
From Fixed to Growth How to Cultivate a Powerful Mindset for Success (Twitter Post) - 1

Do you know your Points Of Power?

So, 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, “Yes.” So, she worked for you before? “Yes.” That's a Point of Power. Did she like the job you did for her before? “Yes.” That's...
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What do you have to give up to reach your New Year’s resolutions? 

25 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 sit down and kibitz, talk. Unfortunately, every day this person would talk about all the bad stuff that was happening in his life. After a...
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Making Good on Your New Year’s Resolutions

Now that we have started 2024, and we're looking at our New Year's resolutions, the question is, “How do we execute them?” Here's what I want you to think about: If you have more than one New Year's resolution, and you're trying to work on more than one at a time, that is a problem. This approach is going to interfere with your execution. Focus is the key to following up on your New Year's resolutions — and you can’t focus...