As Seth Godin wisely puts it, “Resistance to knowing is a root cause of the sunk cost fallacy.” This concept extends far beyond just financial decisions; it permeates every facet of our lives, from our health to our wealth and our relationships. Consider the common scenario of busyness addiction. Many people claim, “I’m too busy […]
Unwillingness to Acquire Knowledge Is Counterproductive Read More »
I had the chance to review one of my client’s sales calls, and I noticed that they missed a crucial step – asking for the sale at the end. I’m not entirely certain why this is such a common occurrence, but there seems to be a misconception that asking someone to buy something is somehow
Jeffery Gitomer once wisely said, “People love to buy but they hate to be sold.” This quote holds profound wisdom as you embark on shaping your sales process. Often, individuals who are just stepping into the realm of sales feel a sense of discomfort when it comes to selling. They might believe that they’re imposing
Creating and implementing your script package is key, but the real magic comes from recording yourself using it during a sales meeting. Let’s be honest, most people shy away from this step – it’s a bit unscientific and requires some courage – but those who do it, about 95% of them, often realize they weren’t
Guided Frameworks Results Read More »
The key to effective sales lies in adopting a comprehensive script package that encapsulates every stage of your process. I can anticipate the skeptics chiming in already. “I’m not a robot.” “Every individual is unique.” Blah, blah, blah. These assertions are valid, but they often serve as excuses to evade the responsibility of truly mastering
A common question that came up after yesterday’s email was about the concept of Practicing what you preach. For us, this means going back to the fundamentals of our 6 Steps and 5 Ways blueprints. It involves meticulously crafting, testing, and assessing our business systems and processes in the same manner we advise our clients
Practicing What You Preach Read More »
It’s intriguing to observe how many business owners struggle to truly let go. Even when they appoint someone as General Manager, they tend to scrutinize every move, doubt decisions, and even invite other employees to voice concerns about the GM’s actions. Let me share this perspective I’ve come to embrace: there are companies out there
The Sentiment of Relinquishing Control Read More »
As I find myself immersed in a journey spanning a few weeks, I’ve been contemplating the true essence of owning a “Commercial Profitable Enterprise That Works Without Me.” I’ve gained substantial clarity on the actions I need to take once our business reaches the point where a CEO can effectively oversee its operations. It’s apparent
Every visit to Disney offers valuable insights into the world of exceptional companies. Disney is presently in the process of onboarding their college and international employees this week. Despite the considerable training efforts, which might seem overwhelming, the whole affair is truly captivating. The remarkable aspect is how potent Disney’s hiring brand is; the moment
The Walt Disney Company Read More »
Let me shed some light on a crucial concept: if you find yourself snugly ensconced within your comfort zone, there’s a paradoxical truth lurking beneath. Despite the illusion of security, your world might actually be contracting rather than expanding. The moment you halt your pursuit of learning and personal development, a couple of unwelcome shifts
Is Your Sphere of Experience Contracting? Read More »
