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Over the past decade, we've seen positive thinking employed in various ways: to stir American nationalism during wartime, to perpetuate free market economies despite signs of an imminent market crash, to encourage people to reject victimhood in the face of staggering financial setbacks. In her latest book, "Bright-Sided: How the Relentless Promotion of Positive Thinking Has Undermined America" (Metropolitan Books, $23), ...

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decision makers. "I ...

What is selling like when you are at your very best? How do you feel? How do you behave? How do your customers react? I asked a group of high tech salespeople and field service engineers those questions at an Orlando seminar. Here are some of their replies: h4. When I'm at my best, I: • Feel connected with the ...

Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in ...

2009 will probably be your toughest year in business. This sounds like a negative way to start but it is very positive. Stay with me on this one and you’ll find ways you can take your business — and your personal life —- to some new levels you’ve wanted for a long time. We are in a different world today than ...

  Have you ever noticed what happens when you ask lots of salespeople what they do for a living? You’ll get answers like: “I’m in real estate.” “I work for…” “I’m a marketing executive” “I’m a transportation consultant”   Why is it that most salespeople hedge so much about their profession? Why not say: “I sell home,” or “I sell investment ...

Lacking some confidence? Do you suffer from low self-esteem? As you can imagine, there’s no room in sales for anything less than a winning attitude. So, how do the top producers do it? How do so many of them go from initially lacking the confidence to sell or close a deal to an extreme abundance of self worth? Here’s the secret ...

Ahh, the holidays. A time for festivities. A time for vacation. A time for family. A time to relax, enjoy and reflect upon the year and your accomplishments. It is also a time when many businesses prepare for slow sales and a fall in performance and production. This is the time of the year when sales and appointments slow down and ...

  Professional and personal goals           Devoid of goals there are no requirements of any individual to change for the better. Living becomes day to day, event by event having to deal with success and failure flying by the seat of your pants. These events are challenging to handle as there is no concept of what is next. How ...

...Before you liquidate your 401(k), check what these 10 recession-born entrepreneurs--many who have not yet posted a profit--had to say about starting businesses in the last 18 grueling months...

You know the feeling you get when you hear the rhythm of a song and it feels as if you’re grooving with it? That’s the feeling I got when I received this note from Gwen and Bob Baran. They totally “get it.” They both studied the Unlock The Game Mastery Program carefully and quickly, and now they’re using their new ...

h4. Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?" Most of us have at ...

Making more sales while retaining your integrity - is it possible to do both? Based on e-mails I continue to receive daily, the answer is a resounding "yes." Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in ...

Dear friend, During my teen years, my father who is a Psychologist, dedicated a few years of his career as a specialist helping parents get their adult children back from being brainwashed into cults. He was one of a handful of experts who was skilled at “deprogramming” these cult members and helping them transition back into a normal family environment. I ...

Chekkov said that "Man is what he believes" and that is certainly true in sales. Beliefs and behaviour of salespeople is a topic that I've only really come to understand in the last few years. If I'd known then what I know now, I'd have been even more successful in my early selling days. Beliefs have a huge positive impact on ...

A long, long time ago, in a sales cubicle far, far away, Uncle Paul suited up with his sales team to liberate a chain of hotels from the evil empire (at least that's what we called our competitors; those bastards). As we drove through the streets of New Jersey we cranked Kid Rock's Bawitdaba and descended upon the hotel, locked, loaded ...

Sociologist Anthony Compolo tells of a study in which 50 people, over the age of 95 were asked one question . . . "If you could live your life over again, what would you do differently?" Three themes quickly emerged:

There is a time in each of our lives when we question the road we have chosen. Logic and reason arrive as uninvited guests, unsolicited advice pulls us over in a speed trap and that damn inner voice sneaks up on us in the rear view mirror trying to catch our ass at the next rest stop!   Sooner or later, ...

Positive Thinking We've all heard that positive thinking is all you need. That and a dollar will buy you a couple of really cheap donuts. If you believe "touchyfeely, positive thinking" psychobabble is all you need, you will NEVER change anything. People using these new age positive thought processes think they're actually doing something constructive. Without results, they tend to blame ...

Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...