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Putting for an Eagle - Closing the Unlikely Sale
Veteran salespeople are capable of pulling off the same heroics, but only when they execute the sales process perfectly. Today, one veteran salesperson told me about all of the short cuts he took to reach his lofty goal.
Calculating How To Charge
This is how my friend Rick Schilling does when he tells people how much he will charge for his service.
Keep Listening After "No!"
How Rick Schilling found his successful, new business after a potential client has just rejected his sales pitch. This article is about the art of keep listening after someone has said "No!" to us.

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Power of Partnerships
Rick Wolfe of Poststone Corp suggests that if you look at the biggest companies, almost everyone sells through partnerships.
Market Research: Living in the Real World of Business Depends on Comments from the Real World
In the feature film Sliding Doors, I found myself fascinated by a conversation between two friends. Gerry had just been discovered by his girl friend as he was having an affair in their bedroom. Gerry's friend laughs at him and reminds Gerry that he had told him weeks ago that the affair would end without Gerry having to do anything. Gerry's friend asks him, "Do you want my opinion?" Gerry replies, "Am I going to like it?" With a chuckle, his friend responds with, "No. It's based on reality."

To know yourself, know your shadow
It is a common experience. You speak to a friend about some strong negative feelings you have about someone else. Your friend, being a true friend, says, "but aren't you a bit like that too?" You of course don't like to hear this, but it gets you thinking. Maybe you can be a bit like it too. That's a useful admission since it then helps you to manage that characteristic in yourself. This is the sort of self-awareness that is crucial to our growth, to get that the people in our lives are in some way a mirror of ourselves. The concept of the shadow, from Carl Jung, is one of the great insights from 20th century psychology that is invaluable to those of us who seek to build effective relationships with others.
Make Big Money The Real Story
This article address a question posed to me by one of my candidates - Hi Rick....quick question.....in talking with a friend this weekend......wondering: is there an opportunity to earn a six figure income with a franchise that is strictly home office-based?...all communication done by phone, email, fax, UPS etc.......
Keep Listening After "No!"
How Rick Schilling found his successful, new business after a potential client has just rejected his sales pitch. This article is about the art of keep listening after someone has said "No!" to us.
Calculating How To Charge
This is how my friend Rick Schilling does when he tells people how much he will charge for his service.
Needed - One More Friend
Somebody once said that a stranger is simply a friend you haven't met. The dictionary says that a friend is one who is attached to another by affection which leads him to desire his company, or one who has sufficient interest to serve another.
Competence Is In The Eye Of The Beholder
You’ve heard the old phrase, beauty is the eye of the beholder. Yesterday I got a reminder that competence, and other business success factors, are also determined by the customer. I got a great referral from my friend, Rick. I’ve known him for years and I think the world of the work he does. We share clients fairly frequently so I wasn’t surprised to get a call from one of his clients, asking to work with me.
Book Review: A Master Class in Gremlin Taming: The Absolutely Indispensable Next Step for Freeing Yourself from the Monster of the Mind
Rick Carson’s Taming your Gremlin is a classic book of self-development, written over 25 years ago. It has helped hundreds of thousands quiet negative voices in their heads that hold them back. Although Rick has revised the original work, his Master Class goes deeper with new techniques for freeing yourself from the “Monster of the Mind”. Rather than focusing on what’s going on in our heads, the Master Class is more focused on being genuine with ourselves and responsible in our relationships. His writing couldn’t be more clear, his techniques more elegant, practical and effective for achieving intimacy with yourself and others in your life. Time and time he reminds us to focus our awareness and being aware of our breath. So let’s take this one breath at a time.
Our Fate is in Our Own Hands
A few years ago a friend had Ned, a small independent contractor, do extensive renovations to his home. Being a very fussy craftsman and cabinet maker, Ned did an especially superb job on the extensive woodwork involved in the renovation. About a year after completing the renovations, Ned bumped into my friend at the local hardware store. "The recession finally caught up to me," Ned told my friend. "I've had to lay off my crew and try to wait out this slow period."

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