Category Archives: Top Posts

Stephen Covey was Wrong?

Stephen Covey wrote The 7 Habits of Highly Effective People.

But he was wrong about one of the habits.

I know…I know…

This is the book that became a #1 international best seller, spawned a $1.4 billion (BILLION!) empire, and inspired millions of human beings to live more effectively (including myself).

So I don’t take this lightly.

But he flat-out messed up on Habit #5.
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Why I LOVE it when they say NO

People (usually salespeople) hire me when they want to get more people to say yes.

So, one of the first things I help them do is get people to say no.

I don’t understand why most sales coaching and training is centered on “yes sets”, “overcoming objections”, and “removing barriers”.

It’s as though “no” were a dirty word.

I recently added a new “magic” phrase to my sales interview that has revolutionized my entire approach to selling my services.

Here it is: Continue reading