Paine on Loving The Smover


“I love the man that can smile in trouble, that can gather strength from distress, and grow brave by reflection.”

–Thomas Paine (1737–1809)

American political theorist & writer

In early 1776, Thomas Paine published the best-selling pamphlet Common Sense. It sold more than 500,000 copies (before the Internet), influenced the U.S. Declaration of Independence, and set the stage for The American Revolution (some pretty powerful words).



Huxley on Can Do, Will Do


“Do what you can to do what you ought, and leave hoping and
fearing alone.”

–Thomas Henry Huxley (1825–1895)
English biologist and educator

A couple bright sides to remember…

  1. Those gatekeepers keeping you from your prospects… You’ll love them once you’re on the other side and your competition comes calling. (Just be sure you’re continually qualifying your prospects — investing your effort only with the best possibilities… ).
  2. That deal you lose to a low-cost provider… Sometimes it can be more valuable in the long run. When the lowest priced product or service doesn’t meet the expectations of a customer, a deeper appreciation of the price/ value relationship is developed. This can create a new sales opportunity from what was initially lost – an opportunity for a much stronger business relationship than otherwise may have existed. (Make sure you keep your cool & kindness so you’re called if it happens.)


Aurelius on Getting Wasted

“Be not careless in deeds,
nor confused in words,
nor rambling in thought.

–Marcus Aurelius (121–180)
Roman emperor and philosopher

Sales reminder…

Be careful to minimize any tendencies to over promise or say what you feel needs to be said in a sales call. After getting someone’s attention/ interest, the most important thing is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).

The simplest way to do this is to forget about yourself, your company, your products, and your competition.

Focus only on the discussion and them. Be real. Ask questions and listen (top 30 open-ended questions here).

Care for them and they’ll more likely care for you… by buying. (Get a printable reminder to be real.)


New printable calendars, wallpapers, and salesdays are up for Q1.

No Gomo talks today and tomorrow with Sam (how to keep your team or yourself from going through the motions in 2-11… that’s 212ish for 2011).

212ers: Did you catch the back of VA Tech’s helmets during the Orange Bowl on Monday night? And those 212 wristbands? (see the pictures)