Blog
Read Richard and Andrea’s best posts for salespeople, business owners, and entrepreneurs on the topics of mindset, sales, personal growth, Go for No! (of course) and other success strategies.
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What Are the Most Important Things to Do When Asking?
The truth is, a lot of people don't know how, exactly, to ask. Here are what we consider the most important things to do when it comes to going for no and asking in any capacity. 1.... Don't bury the question under a ton of unnecessary information. When people get...
What You Never Hear a Successful Person Say
We know a lot of very successful, self-assured, and confident people. The one major thing these people have in common is that they do not behave with a “victim mentality.” They take responsibility for everything. They are self-motivated. As a result, here are the two...
What’s Required to Learn to Go for No!
We’ve gotten many emails over the years and read many reviews online where people wish they’d learned to go for no sooner. Or, they heard it or read it but they didn’t really “get it.”
Consistency or Motivation: Which Do You Need More?
One definition of motivation is “the general desire or willingness” to do something. That’s the thing with motivation. It’s a feeling. Desire. Willingness. Must you have these to act? I don’t like cleaning my kitchen, I’d rather not have to do it. It’s nice when I am...
What Is Inside and Outside of Your Comfort Zone?
Author Roy T. Bennett said, “The comfort zone is a psychological state in which one feels familiar, safe, at ease, and secure.” And that’s the biggest problem. Here are a few general examples of inside versus outside the comfort zone: In your comfort zone: Your...
Two Best Ways to Build Self-Esteem
There’s an old skit from Saturday Night Live years ago featuring a needy character named Stuart Smalley. They were basically making fun of the whole personal growth culture in recovery. His book was called, “You're Good Enough, You're Smart Enough And Doggone it,...
Three Ways to Make Go for No a Habit in Your Business
Making “go for no” a habit is absolutely one of the things people struggle with the most. Why?
Because after putting out fires, managing current customer needs (and delivering on past promises), miscellaneous administrative tasks, and social media activity, who has time to go for no?
How to Approach the Really Scary Person You’re Afraid to Contact
Level four of The Five Failure levels is to Fail Bigger. That means going after someone who is a "scary prospect"... we call them a "big fish." A big fish = scary, intimidating, "big" prospect or partner that would make a sizeable difference to your network, sales,...
Are You Doing What You Want?
The other day I read a terrific post from a marketing expert. The subject is irrevelant. In the comments section, someone posted a “yes, but…” reply with a couple of excuses about why they couldn’t do what was being recommended. In my 15+ years of training people on...
Why Do We Love Success and Hate Failure?
When you were in school and the teacher asked the class a question, did you raise your hand when you didn’t know the answer? Probably not. Why? Because in school, we are taught that we are there… to succeed. to give correct answers. to “prove ourselves.” to show we’re...
Two Best Ways to Push Yourself Outside Your Comfort Zone
There are two key ways to push yourself outside your comfort zone. One… Ask. Want to achieve a goal or a dream? No matter how big or small, you have two choices. Stay in your comfort zone and hope you get offered what you want. Ask. Expressing your needs to the people...
Are You Feeling Desperate?
No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren't desperate. Great! So,...