The weather in Chicago has been unusually warm for this
time of year and I, recently, found myself stopping at my usual coffee
shop for a cup of dark roast and then heading to my favorite spot to
review my 2015 journal.
I recently attended a networking event to interact with
about 125 small business owners who gathered to introduce their
products and services to one another, hoping to set up future discovery
It’s my favorite time of year ... hunting season! The
air is crisp, the sun is high in the sky and the leaves are turning
How do you picture yourself? Pretty powerful question when you think about it.
Some of you are thinking handsome or pretty, some overweight or average,
some successful or struggling. Some pictures are happy, some are not.
I have been a salesperson for almost 40 years and have
struggled with trust issues that seem to be inherent in the buyer/seller
relationship. Salespeople are manipulative and self-centered and
“buyers are liars” are the pervasive stereotypes with which most people
Change is coming. Got fear or joy? Got worry or positive anticipation? When you feel or fear that some form of change is
coming, you have to define it in your mind as opportunity. Clear your
head for “what will be” tomorrow, and not worry about “what is” today.
I began this year in retrospect by reading a
60-year-old book on the masters of selling. The book, titled “America’s
Twelve Master Salesmen,” was written and published by B.C. Forbes &
Sons in 1953.
How do you get those "earworms" of negativity out of your head so you can focus of the positives of your sales calls?
I define attitude as, “The way you dedicate yourself to
the way you think.” Think negative or think positive is a choice and a
process. Negative is (unfortunately) an instinctive process. Positive is
a learned self-discipline that must be studied and practiced every day.
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