Your business success demands colossal sales skill.
No entrepreneur can avoid it. No matter how it makes you feel, you must be come an expert salesperson. Even startup technologists building software in their code-caves have to persuade investors to sign cheques.
It’s no surprise that – sooner or later – I talk with all my clients about sales. Money does strange things to people and when talking to customers about it or asking for it… things get weird.
Otherwise confident entrepreneurs start second guessing themselves. They hesitate and choke. What was friendly conversation becomes stilted and awkward.
You can’t ask for the money when things get strange. You can’t handle objections when you feel awkward. You can’t close the deal when you’re acting weird.
So here’s a guide – that goes straight to the heart of the mental root of the weirdness – that’ll show you how to never mess it up again. [click to continue…]
This isn’t an article about hitting rock bottom. It’s worse.
The most horrifying place to be isn’t the gutter. It’s the moment when you start to feel the fall.
As always, it’s just in your head. That’s why it’s so bad: Hitting rock bottom is merely an exercise in dealing with concrete reality. But imagining it’s close to coming? That’s when the fear demons run wild.
As I said, the what-to-do-about-rock-bottom discussion will have to wait. This article isn’t about that. Besides, if you’re reading this, you’re not there.
Today we’re going to banish all speculative, hypothetical failures. Uncertainty and the fear of a horrifying future that may come to be… ends here. [click to continue…]
“This is your life and it’s ending one minute at a time” – Chuck Palahniuk
Everything you’ve ever wanted – along with the rest of human potential – lies in the gap between good intentions and concrete action. And it’s time for you to cross the chasm.
The majority slouch and gaze across the gulf at the much smaller (better looking) group who have made the leap. Anyone can do it, but there’s a thousand reasons why you can’t.
On the other side, they call those reasons “excuses”.
This article breaks down the psychological principle you NEED to traverse the void. It’s a tactic that I’ve road-tested on some of the world’s smartest entrepreneurs and when you use it, you’ll create rapid results instead of reasons-why-you-can’t.
Want wings? Read on… [click to continue…]
The path to entrepreneurial success has become synonymous with becoming superhuman.
With shining examples like Richard Branson and Elon Musk to inspire us, it’s no longer enough to achieve mere business success. The new entrepreneurial definition of success should be dubbed “The Tony Stark” – you need to become a billionaire, genius, playboy philanthropist… and you should probably look like Robert Downey Junior too.
Even if you dial the ambition back from “super human” to merely “optimized human”, you’re still looking at a todo list that includes a successful business, an inspiring relationship with a total babe, epic mastery of high speed sports and/or intellectually complex hobbies, raising of Mensa level genius children, multilingual fluency, good-looking brilliant friends, effortless charisma… and the list goes on.
Ever felt that pressure to be better in every area?
The desire to “crush it” is a good ideology, but what if I told you that – in practice – it’s crippling the progress of the entrepreneurs mid-way through their journey to the top.
Over-optimization is dangerous. Here’s why… [click to continue…]
December last year, I was invited – as a card carrying member of a secret cabal of badass entrepreneurs – to spend a day at Ogilvy’s global HQ here in New York, with OgilvyOne CEO Brian Fetherstonhaugh.
These types of mastermind groups are all about soundbites. Naturally, it was entertaining watching a group of mostly Gen Y internet entrepreneurs attempt to get this corporate heavyweight to distill his wisdom down into “Actionable Tactics”.
The session covered Ogilvy’s creative brainstorming process, their five year plan and leadership strategy… and that was before lunch. If I did have to select a single take-away as most mind-blowing, it’d have to be the revelation Brian dropped about his approach to sales.
Simply put, everyone else is doing it wrong. However you’re having sales conversations with your customers, what Brian (and Ogilvy) does is decidedly different. And it’s because they know the humbling – perhaps even embarrassing – truth. [click to continue…]