Stand Up for Confidence

My mentor has me reading the book, Selling to VITO, the Very Important Top Officer by Anthony Parinello. Full of perspective on how to think, behave and speak like a top officer, Parinello echoes what I have heard others say about boosting your confidence level – stand up. If you are about to speak with .. read more

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On May 14th, 2012, posted in: confidence, courtroom, meetings, sales by

What Works for You?

One of my clients, Amy, recently revealed a hilarious, if not startling, mindshift. She is the same one who has proclaimed her distaste for selling. “I now have started my prospecting, but I no longer see it that way.” Her serious demeaner showed a glimpse of a smirk coming through. Clearly, she was having fun. “I now .. read more

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On April 26th, 2012, posted in: anxiety, motivation, reframe, sales by

Introverts can Go for the No, Plan for the Yes

In a Leadership for Life course, I was once given instruction to see how many times I could ask a question that could be answered by “No”. “Get 10 No’s a day” was the recommendation. Really?? I hate it when people say NO! Many thought this bizarre – why would we want to ask questions .. read more

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On April 11th, 2012, posted in: introverts, NO, sales by 7 Comments

Sales are not Tim’s Gum

One eye-opening experience I had in first grade taught me a lesson about human nature that has stayed with me today. A fellow classmate, Tim – a timid and honest boy- had drifted off into his head, away from the lesson. Our teacher, Mrs. Showalter, noticed this. To bring him back into the moment with the .. read more

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On March 28th, 2012, posted in: attorneys, introverts, sales by

Pushing Forward

On this day of the week when it’s common to drag ourselves slowly out of bed, into the day and into focus, I am reminded of a move I made to begin pushing my own barrier out of the way. Some of you may have read that I have been a student of the National .. read more

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