1: You have a decision to make.
What’s your natural instinct? Speed up? Get it done? Move forward?
Terry Looper suggests a different path. “Instead of going faster, as we’re inclined to do, the goal is to learn to adopt a slower pace.”
What should be your goal? To get neutral. “Where you desire God’s will over your own,” Terry writes in his book Sacred Pace: Four Steps to Hearing … 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
“After ignoring months of warning signs, I suddenly could not get out of bed,” Terry Looper writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself With His Will.
Terry was thirty-six years old.
“It felt like the oxygen had been turned off in my brain, making it impossible for me to even lift my head from the pillow,” he recalls. “This was more than … continue reading
1: The trial is coming to an end. The time has come for the prosecutor to deliver the final summation to the jury.
Here’s what you won’t hear: “Based on what we’ve seen with our own eyes and what we’ve heard with our own ears, this person is guilty,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
Instead, here’s what the prosecutor … continue reading
1: “A lot of people enjoy the Geico gecko commercials,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.
“They’re fun, and they get your attention,” the authors note.
Beyond entertainment, these commercials clearly communicate Geico’s main value proposition in just 30 seconds: “Fifteen minutes can save you 15 percent or more on your car insurance.”
“It’s perfect,” they note. “Simple, specific, and … continue reading
1: A prospect has a problem.
They reach out to you and two of your competitors.
“What words and phrases do you think your competitors will use to describe their products and services?” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.
Here are some likely possibilities:
“Now ask yourself,” they suggest, … 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: Let’s go back in time to when you were dating. Perhaps that is you right now.
“Now, what happens to you when you go out on your first date?” Erik Peterson and Tim Riesterer ask in their powerful book Conversations That Win the Complex Sale.
Let’s say you start talking about yourself. And you keep talking about yourself. You spend the whole date talking about yourself.
What’s going … continue reading
1: “So many of my clients tell me profound, beautiful things about their loved ones,” Diane Button writes in her wonderful book What Matters Most: Lessons the Dying Teach Us About Living.
Yet, when asked if they have shared those thoughts or would like to write them down so they can be shared, they often reply, “I’m sure they already know” or “It goes without saying.”
As an end-of-life … 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
