Einstein on Give > Take


“The value of a man should be seen in what he gives and not in what he is able to receive.”

– Albert Einstein (1879–1955)
Swiss physicist

Sales kick off…

This week, focus on giving more for the dollars you earn (with your effort, with your product/ service) and you’ll find more will come your way. It may not always happen as quickly as you’d like, but it’s the better bet in the long run.

Jung on Tense Opportunities


“The greater the tension, the greater is the potential.

– Carl Jung (1875–1961)

Swiss psychiatrist

Embrace the objections of your prospects and customers.

Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help validate or support their buying decision.

This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional’s level of attention.

The keys… Appreciate. Validate. Be direct.

Federer on Pushing It


“One thing for sure you can do is push the luck on your side.”

–Roger Federer (1981 – )
Swiss tennis champion

“Diligence is the mother of good luck.”

– Benjamin Franklin (1706–1790)
American statesman, scientist, and printer

luck: noun: a force that makes things happen

You want more luck? Be the force that makes it happen…

  1. Prepare. Work hard to be ready for the opportunities that are important to you. Research. Practice. Perfect.
  2. Be awake. Pay attention to the people, events, and things around you. Evaluate logically and trust your gut instinct.
  3. Take action. Put yourself out there. Explore. Be vulnerable. Make contact with people. Take risks.
  4. Expect positive results. Optimism improves your chances. If (when) you fail, embrace the lesson and continue on, smarter.

That’s it. Now go be lucky (and sell something).