Out of the Way!

Since we acquired Puppy (AKA Coco) Maria has decided to keep both dogs in the kitchen when we leave the house. Bentley isn’t accustomed to this. Maria accomplishes this by putting a movable wooden gate at the entry to the dining room, and another at the entry to  the family room. The fist time we returned, both dogs were roaming around because Bentley, who weighs in at 80 pounds, shoved the gate aside. (He could probably jump the gate, but …


Fire!!

Urgency is a sense of importance requiring rapid action, a persistence of immediate need. (I know people create double-axis charts of urgency and importance, but are they really different?) If you’re not receiving swift agreements, if the prospect is forever asking for delays, wanting to involve a seer and a prophet, telling you he or she needs to “reflect,” then you aren’t creating urgency. In fact, you’re the black hole of urgency. No action is escaping. Don’t focus on value …


I Use “Results” So You Can’t Use “Results”

I stopped sending my publishers and lawyer after all the pond scum providing free downloads of my work on the internet because: • It’s free publicity • I don’t want people who would steal things as my clients in any case • The people who place them there, run the site, and download them are pathetic Most of these sites originate in Eastern Europe or some other area I’d rather not be in any case. Don’t get all exercised when …



Which Way We Headed?

My Shepherd, Bentley, always turns around to look at me when there’s a choice (turn left or right, go to the yard or to the pool, go upstairs or stay on this level, which car to jump in). He adjusts his route and speed accordingly. Wayne Gretzky said, “I always skate to where the puck will be, not where it is.” Sounds like good advice with our prospects, right? Our clients might be following us, but our prospects have their …



May I Have This Dance?

Why is it so hard to think of the tune of a favorite song when another song is being played? (At least it is for me!) I think it’s because it’s tough to conjure up something in your mind when you’re being besieged with reality: the music on the radio or in your ear buds. The same occurs in sales calls. You may have a “script” in your mind or sound bites you’re intent on conveying, but the actual speech …