Choose Your Words Wisely

Have you ever thought about the connotations of the words you use? Words have an innate power. Words sell and words repel. Words lead and words impede. Words heal and words kill. When I lived in Portugal and learned to speak Portuguese, the leader or our mission made a rule that we couldn’t use the word “Dificil” which means difficult. Instead he had us use the word “desefiador” which means challenging. At the time I didn’t think much about it but now I realize the genius in it. When things are difficult you feel defeated, but a challenge is something you step up to meet. The connotation of those words changed our mindset. In my house we don’t say, “I can’t” It’s a simple thing but I don’t want my kids to mentally stop themselves when they have the capacity to do it. I don’t want to allow myself to
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You Can’t Elevate Yourself By Putting Others Down

  One of the biggest problems in our society today is a false belief that you elevate yourself by putting others down. You see this in politics. It is almost comical when you watch a political debate; when a candidate is asked a question, they typically respond by bashing their opponent and they never answer the question. But it goes beyond politics. In business, I hear people who bash their competitors and somehow believes that makes them look better and create loyalty. It actually does the opposite. One example in our culture is the portrayal of men. Watch any sitcom and they portray men as lazy, stupid and helpless. This is another example of a flawed approach that stemmed from feminism. Feminism is about elevating and empowering women and we don’t do that by bashing men. In all scenarios – remember – you can’t elevate yourself by putting others down.
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Everyone Should Write A Self-Help Book

Yesterday was the official release of my fourth book – Partnership Is The New Leadership. I would have never guessed I would be able to say that line. I never set out to be a writer, and don’t necessarily see myself as a writer still today – but rather a student of success. All four of my books could be categorized under self-help. They talk about leadership, sales, and success. The Power of Influence is about building influential relationships. The Power of Storytelling is about influential communication. The Two Most Important Days of Your Life is a fable about finding your purpose and Partnership Is The New Leadership is about how to lead in today’s changing and challenging world. Last week I was being interviewed and was asked, “Why do you write self-help books?” I responded, “Everyone should write a self help book.”And here is why. People who write self
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The Foundation For Sales Success

What is the key to success in sales? Is it product knowledge? Is it selling benefits instead of features? Is it your ability to ask questions? To present? All of these are important skills and make an impact but I would say there is a foundational key to success for any sales person regardless of what they are selling. In my twenties I built a multi-million dollar sales organization. In my thirties I have spoken for hundreds of sales organizations. I have spoken to salespeople who sell cars, insurance, skin care, advertising, software, houses, medical equipment, pharmaceuticals, tractors, beverages, pest control, home security, nutritional supplements, clothing, and much more. The commonality that all of them share and the key to sales success is recognizing that Business Is Based On Relationships.  Our ability to build relationships, to win people over and to make connections is the key to success in all
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