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The Hustler’s Playbook: Hustlers Seek Freedom

To non-hustlers, it can look as if the Hustler seeks certain things. It appears that Hustlers are seeking money, wealth, and status. But these aren’t the things that the Hustler seeks. These are the...

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Everything Is An Education

Everything is an education. But only if you are willing to learn. You might make mistakes when you sell. You might skip over stages of your sales process and lose at the boardroom table. Because you...

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Return On Negative Emotional Investments

I stole the idea of mindset, skill set, and toolkit from Gerhard at Selling Power. There is a reason that mindset comes first in this triumvirate: without the right mindset, your skills and tools are...

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The Reason You Aren’t Being Hired to Sell

What will you read here is straight talk. But it comes from a good place. A lot of people are looking for work in sales. They send me their resumes, even though I don’t place salespeople. They send me...

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How To Not Look Stupid

“I don’t want to look stupid.” Some salespeople are afraid to call their dream clients because they believe that they may be asked a question to which they lack the answer. They are afraid that by not...

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The Two Ways You Lose Deals Now

Selling is a complex and dynamic human interaction. There are a lot of things that can wrong that can cost you a deal. But there are two that tend to dominate the “reason” category for losses. The...

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The Hustler’s Playbook: The Root of All Evil

The last installment of The Hustler’s Playbook drew some interesting feedback in the comments section on Facebook (you can follow this blog on Facebook here). The gist of these comments regarding...

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Do You Remember How to Close?

Two weeks ago I told a client that his team needed to go back to the playbook I helped them build and the planned dialogues therein. He said, “To you those words are easy, but to our people they sound...

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Little White Lies

Last week I received a call from an entrepreneur. He’s got a successful business, and he just started a new business. This entrepreneur called to ask me to help him with one question he had about...

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Concentrate On One Thing

There are so many distractions now that it’s very difficult to give anything your full, undivided attention. No matter how good your intentions, the potential distractions can be overwhelming. You...

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