Preparation: Your Greatest Differentiator

Growing up, our weekends were synonymous with home improvement projects. Whether it was a task assigned by my mother or a spontaneous endeavor, my father’s meticulous preparation set the tone for success. Take, for instance, the time he tackled replacing a three-foot section of baseboard heating in our basement. Before reaching for a single tool, […]

Any Anchor Can Be Reset (No Matter How Beloved)

A few months ago, I invited a good friend over for coffee. We hadn’t seen one another in years, so I was excited to reconnect. Little did I know that our long-awaited reunion would forever change the way I looked at my most treasured kitchen countertop appliances. My beloved, my precious, my Keurig. It was […]

One Question Away From Better Relationships

Growing up, I used to get very upset with my mom because every time we’d get in the car as a family, she and my dad would fight over his driving. She was constantly telling him how to drive and worrying that we would get into an accident at some point on the trip. Her […]

Why Vulnerability Leads to Likeability

A young mother walks into the room holding the tiny hand of her newly-waddling 18-month-old daughter. When this happens, what is our typical first reaction? Most of us will smile. An older gentleman is walking his black Labrador Retriever puppy, and the little dog strains against its leash to see you. What do we do? […]

How fitness can affect your sales performance

Sales is an endurance sport. It requires skill, mental acuity, psychological and emotional resilience, and without question, physical stamina. Some of the biggest challenges we face as sales professionals are mental and physical fatigue. I love my morning coffee(s) just as much as the next person but unfortunately, that cup of Joe can only take […]

Only 10% Of Sales Professionals Are Experts At This

Perhaps you’ve heard the quip, “We were given two ears and one mouth for a reason,”  It is such a well-known quote because good listeners are difficult to find.  How difficult you may ask, well according to Psychology Today, research shows that only about 10 percent of us are good listeners. Here is why this […]

How to Get Prospects to Say YES In More Conversations

I don’t know about you, but when given a choice to root for the underdog or the 5-time champion, I’m pulling for the underdog. As a matter of fact, a recent survey found that 88.1% of people will root for the underdog when given the choice. This happens in sports, with our favorite movies, novels, […]

This Misunderstood Skill Will Help You Master Any Conversation

Although I didn’t know it at the time, I started a “sales career” when I entered the fitness industry in my mid 20’s. I began my career as a personal trainer at a high-end fitness center on the Upper Westside of Manhattan, New York, and after many hours on the job I reached a master-level […]