It’s tempting to simplify things. The game is rigged. Some people have all the advantages, and they succeed. Some people have all the disadvantages, and they fail. It is also, terribly misleading. Your success is far more dependent on your behavior now than it is based...

Most Salespeople don't give themselves enough time to think. The successful salespeople I've coached have found ways to build quiet time into their work week - time they use to reflect on where they are, what they're doing, and where they should be going. It's usually...

Many salespeople see opportunity.

Few salespeople seize opportunity.

Seizing the opportunity means employing all the techniques possible. It means doing things most other salespeople don't do. Superior salespeople identify opportunities quickly and effectively, and then...

My golf game has recently degenerated to such a low point of ugliness that I finally gave in and contacted a teaching pro.

And within 15 minutes, by simply watching my disjointed swing and having me do a few exercises, he performed what I considered magic...

In a small town, there lived a street cleaner named Jake who was paid by the city to be out bright and early to sweep up last night’s garbage before today’s garbage hit the streets.

Each morning at a quarter to six he would encounter the town’s richest citizen, a man wh...

Sometimes we let irrelevant things affect our self esteem.

Some people who come from poor or modest backgrounds are self conscious about their origins. Even though they’re loaded with talent, they feel that growing up poor is a handicap that will keep them from competi...

Floyd met Linda in 1963. He was 22 years old, and his four-bit 49 Chevrolet had been replaced by a newer Impala. Bill and Floyd had gone to see ''West Side Story'' at the movie theater and from there they went out on a girl-hunting expedition. They were still empty-han...

Just knowing what you want will not take you to greatness. You’ve got to take yourself there.

Walter Russell, a noted artist, sculptor and author, once remarked. “I believe that mediocrity is self-inflicted and that genius is self bestowed.” He might have used the word...

Bob Mohr of Master Marketing Association, who had brought J. Douglas Edwards to Detroit, came to me to sell some tickets to a program featuring Zig Ziglar. By then I was director of training for Lee Real Estate, and was the guy to go see if you wanted to get the Lee pe...

When your sales team is working well, leave it alone. But for a paradox, if you leave it alone long enough, the team will start to stagnate. Then you’re going to have to do something to stir up the still waters. You can yell and berate, which amounts to tossing a bould...