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: 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

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: 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

1: “There’s wind and then there’s a typhoon, there are waves and then there’s a tsunami,” Andy Grove writes in Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.

The same is true in business.

“There are competitive forces and then there are supercompetitive forces,” he notes.

Andy calls it a “10X” change.

2: Harvard Professor Michael Porter identified the various forces that determine … continue reading

1: “We managers like to talk about change, so much that embracing change has become a cliché of management,” Andy Grove writes in Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.

But not all changes are the same.

What Andy calls “a strategic inflection point is not just any change,” he notes. “It compares to change the way Class VI rapids on a … continue reading

1: Bo had Parkinson’s disease. He was sixty-one years old.

“He lived alone for two decades until he needed extra care, and moved back to the town where his kids and ex-wife still lived,” Diane Button writes in her wonderful book What Matters Most: Lessons the Dying Teach Us About Living.

Bo went to live with Joon, his youngest daughter, whose husband was in the army and was deployed … continue reading