1: How long do you have someone’s attention at the beginning of a meeting?

About 10 minutes. 

That’s it, Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.

“You naturally have someone’s attention for about 10 minutes before that person loses focus on your message,” says John Medina, author of the brilliant book Brain Rules and the director of the Brain Center … continue reading

1: Imagine a beautiful summer morning on Lake Erie.

“The sun’s out, but there’s just enough breeze to keep you comfortable. It’s not too hot and not too cold,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

Erik is lying in a hammock right by the beach. He’s reading a good book. On the table next to him is a cold … continue reading

1: It was November of 1988, and Terry Looper was on his way to Las Vegas.

Terry owned 10 percent of the company that was about to be sold.

“Once the papers were signed, I should’ve been on top of the world,” he writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself With His Will.

“I was not just a millionaire as I’d always … continue reading

1: You are stuck.

“If only your prospects knew as much about your company and its solutions as you do, they would buy from you, right?” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

Not so fast, the authors suggest.

Erik and Tim emphasize the importance of finding your unique story and point of view as a salesperson. This is essential … continue reading

1: “Every Saturday, a siren goes off in Tim’s quiet suburban community, signaling that it is noontime. No one gives it much attention around town,” Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.

It’s just the “noon whistle,” people say.

But the same siren is also used to signal a severe weather emergency.

“As a result,” the authors note, “the same … continue reading

1: “If you’re like most sales professionals, you think a successful client relationship is one in which everyone is always smiling,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

You intuitively believe your job is to keep clients happy, as if being well-liked is the goal.

You send birthday wishes. You inquire about their kids. You do whatever it takes to … continue reading

1: Did you know that Babe Ruth began his baseball career in 1914 using a 54-ounce bat?

“That’s a big bat,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

“For those of you who are not familiar with what’s ‘normal’ for baseball bats,” the authors note, “most professional baseball players today use a bat that weighs between 31 and 35 ounces.”… continue reading

1: Turns out anxiety and excitement are the exact same emotion.

Physiologically, that is. Which just means how your body operates.

“Whether you are anxious about something or excited about it, your body responds in a nearly identical ‘high arousal’ state,” Jane McGonigal writes in her book SuperBetter: The Power of Living Gamefully.

How does your body react?

“You have excess energy, you may feel butterflies in your stomach, … continue reading

1: How do you personally respond when adversity strikes?

Do you see adversity as a challenge you can meet, or as a threat that could overwhelm you?

Your perspective on adversity significantly impacts your life.

Good news: There’s a proven way to shift from threat to challenge. Read on to learn how.

“In a threat mindset, you focus on the potential for risk, danger, harm, or loss,” Jane McGonigal writes … continue reading

1: Ready for an interesting fact about games?

When we play them, we almost never feel hopeless.

“It’s true,” Jane McGonigal writes in her book SuperBetter: The Power of Living Gamefully.

“Psychologists have studied the top emotions during game play, and genuine anxiety and pessimism are extremely rare,” Jane notes. “Even when we’re losing or struggling, we’re vastly more likely to feel determined and optimistic than panicked or powerless.”… continue reading