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How to Accept the One Who Annoys You!

Posted by on Sep 21, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

If you can learn how to accept the person who annoys you the most, it will free up energy that you can use to pursue your goals. Your annoyance might stem from someone on your team or at home or an occurrence while you were driving to work. While we feel justified in our anger at someone else, we often forget that there are others who might have perfectly valid reasons to be angry with us. After all, who amongst us is perfect? There is another great reason never to harbour criticism and resentment for others: it will use up your store of energy and hoarded resources. Let’s assume that when you wake up in the morning, you have only twenty-five gigajoules of energy for use throughout the whole day. Isn’t it smart to use that energy to help you move forward instead of being coopted by an annoying person or an event or people over which you have no control? (more…)

The A.R.T. of Success

Posted by on Sep 13, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Let’s talk about the A.R.T. of Success and find out what it is that the top performers in any organization do to be successful. Of course, in this situation I’m going to be focusing on you, the salesperson.

What does A.R.T. stand for? A stand for Accountable, R for Responsible, and T for Trustworthy. Anyone who states that they are always 100% Accountable, Responsible, and Trustworthy, 100% of the time, is not telling the truth! This would mean that they are perfect and that they give their word 100% of the time. Life shows up. Things happen. We get busy. People get sick. We cannot be perfect but we can always be 100% responsible if we are willing to own our mistakes without assigning blame. (more…)

How to Use Fear to Your Advantage: It’s Not You, It’s Your Brain!

Posted by on Sep 6, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

The number one reason that salespeople don’t reach the pinnacle of their success that they seek and deserve is the inability to manage their emotions and feelings, to develop a relationship with fear.

Many people believe that laziness or poor self-esteem are the reasons behind a floundering career, but I believe the true cause is more primal; many simply don’t know how to manage the fear centre in their brain. (more…)

Why Critical Thinking is Critical for Sales Success

Posted by on Aug 31, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Despite what the word suggests and what many people believe, critical thinking is not negative thinking. Critical thinking is about being able to look at situations from both sides; to be able to assess what’s valuable and what can be suspended and to be able to delve two or three stages deeper, perhaps even to question your own thinking. Few people are able, let alone willing to do this. It means you are a critical thinker. (more…)

You Sabotaging Yourself with Low-status Behaviors?

Posted by on Aug 23, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 1 comment

Sabotage, pliers cutting wire

Throughout this book, we have dealt often with the traits and practices of Elite and Top Performers. They are those who are successful, month after month, even in very difficult economies. What we have not discussed are those who are opposite, those that we need to avoid, who with these skills will not belong to the elevated stratosphere of Elite or Top Performance. It is easy to sabotage oneself without even knowing it; many habits that come naturally quite often prove detrimental in both a work environment and your life. (more…)

Introverts Can Become Great Conversationalists

Posted by on Aug 16, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

As it happens, many of my clients are scientists, engineers, or technical experts. Because individuals in these industries can be very analytical, they also tend to be introverted, and do not generally see themselves as good salesperson material. Nothing could be further from the truth.

Harvard Business School recently did a study where they found that the typical salesperson, the chatty and extroverted ones, are perceived as less credible. Therefore engineers, scientists, and technical experts have an advantage over the rest of the salespeople in the world; they just need to discover their potential.

What I’d like to do now is explain a simple sales process to you. This process shows that, whether you’re introverted or extroverted, you can make a strong impact on your client. (more…)

Choose Passion Over Fear

Posted by on Aug 9, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

As Tina Turner sang: What’s love got to do with it? Love is just a second-hand emotion. Although this song is very catchy, it is somewhat misleading. Fear and love are the two primary emotions according to the self-managed course and the book The Course in Miracles. In it, the authors delve into the differences between them. Apparently, all our emotions, words, thoughts, and behaviors can be listed under one or the other emotion. If you are doubtful, just take a piece of paper and draw a line down the middle with ‘fear’ on the left side and ‘love’ on the right. Keep that paper with you and list your thoughts, feelings, and attitude on one side or the other. If you find another category, you be sure to let me know! (more…)

Manage the Evil Twin Destroyers of Success

Posted by on Aug 2, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Most people want to do a good job, in both business and life and they desire to reach their full potential and achieve more. Sometimes they are sabotaged because, in the process fear, doubt, and insecurity chime in to fill them with doubts. They chide themselves with negativity, well, maybe you could do it, but maybe you can’t; they believe this adverse mantra and so don’t even try. They have thoughts such as: you can’t, you’ll fail, you aren’t good enough. Maybe this is true, but the point is that if you are willing to try, to do the best you can, then you succeed whereas the perfectionist lags. It’s passion, courage, and competence—not confidence—that creates success. As I’ve already said, show me a courageous person and I’ll show you a successful one. (more…)

The 1% Solution

Posted by on Jul 25, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Placing wooden block on a tower

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By the time our 20s and 30s are behind us, much of our success will have been achieved because of our strengths. This is the perfect opportunity to shift our focus from that which has served us well and learn to leverage our weaknesses. Although the task of tackling our weaknesses seems daunting, the feeling of staying stuck is even worse. We fail to realize that often times a weakness is simply a strength taken to the extreme. For instance, to believe in justice and fair play is an admirable trait. However, a person with an exaggerated need for justice and fair play might demonstrate it in a negative way by becoming a busy body that no one wants to be around. (more…)

5 Reasons Never to let Others Offend You!

Posted by on Jul 18, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Offended doll close capture

Let’s imagine that each of us wakes up in the morning with 100 life force energy units. You might have a family, pets to walk, children to get off to school, and work to do, all of which uses up some of your limited supply of energy for that day. Since there are going to be lots of occasions when you need to maintain your energy, it is important to be vigilant to make sure that the energy you expend works for you. Without enough energy, our thoughts are not as clear, our behavior is not as robust, and we are not as present for our clients and ourselves. (more…)