Velocity Mindset
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…
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’s perfectly normal to talk to yourself. Self-talk is how we process information and solve problems. The problem is negative, self-limiting thoughts—things we tell ourselves that keep us from moving forward. When our self-talk says, “that’s too hard” or “you’re not good enough to pull that off,” we surrender without a fight. Luckily, there is…
Read MoreCommunication is the heart of leadership. Throughout history, any business success or failure can be traced to this particular skill – the ability to communicate effectively with an audience. But what can you do whenever negative emotions get involved and a breakdown in communication happens? Watch today’s video training to discover one effective way to…
Read MoreWhen trying to approach a new prospect, at what level should you go in? Sales experts like me always recommend to go as high as you can. But that doesn’t mean the same for all sales executives. Watch this week’s video training to discover a faster way to get into a new account and significantly…
Read MoreWhenever the revenue stream dries out, it may be tempting to say yes to a prospect who wants something outside of your expertise. However, doing so will only make you lose money, diminish your confidence and destroy self-esteem. In this video, Scott McKain explains how staying within your expertise can help boost your credibility and…
Read MoreYou know the expression that the best way to predict the future is to create it. Forward-thinking companies like Google have invested in people with a futurist mindset to help guide their efforts and stay ahead of the curve. So how can you develop a future-oriented mindset and become indispensable for your clients? Grab your…
Read MoreAs a leader, it’s easy to assume you don’t follow the herd mentality and make your own decisions. But in reality, it’s a lot harder to actually do it. To succeed, you need to be equipped with the right tools to avoid knee-jerk reactions and do what benefits you and your business, not what others…
Read MoreWe all have heard the expression that perception is reality. Our perception – our sense of reality – is formed by all the things we’ve heard and the events we’ve been exposed to. It creates certain beliefs in our mind about what we think is possible and what is not. And those beliefs affect our…
Read MoreEveryone knows what qualities define a good leader. But how many of us know what steps to take to become that great leader? The secret formula is what I call the Velocity Mindset® – a perfect balance of speed and direction, both of which must remain in alignment for personal and professional success. Whether you…
Read MoreBoosting sales and revenue is at the top of every sales executive’s list. But what if you haven’t seen the growth you desire despite all the time and efforts you invested? In this week’s video training, I share the one act that will sabotage your revenue growth faster than you ever thought was possible. #VelocityMindset…
Read MoreOn Sunday night at the Oscars, we all saw firsthand what happens when someone loses control of their emotions. Will Smith got up from his seat, went up on stage and smacked Chris Rock in the face, because of a joke he made about his wife, Jada. Now there is history between the two of…
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