The 70/30 Rule of Communication says a prospect should do 70% of the talking during a sales conversation and the sales person should only do 30% of the talking. That means the sales person is actually doing more listening during the sales call than anything else. I take this rule one step further and apply…
Simplifying the battlefield is Navy “SEAL Speak” for eliminating distractions. I am reading a great book titled, “The Way of the Seal,” by Mark Devine and he says you can simplify the battlefield in two ways: First- Know your unique offer Second- Declutter your internal/ external environment Let’s focus on de-cluttering our external environment. When I am…
The words we use to describe ourselves is powerful and has a direct impact on our confidence, self-esteem and mindset. Many of us receive labels from our days in schools which could include: • Loser • Class Clown • Underachiever • Bully • Victim • Weak • Nerd The question we need to ask ourselves…
I had an “Unplanned Collaboration” with Ken Lazar (Principal) at Ability Professional Staffing and he said: “People who strive for balance in their lives are boring.” “Balance is over-rated.” “People who place total energies in either their work life or personal life for short periods of time do REMARKABLE things.” Balance is a powerful word…
Contrarian thinkers question, debate, and challenge conventional wisdom. They have a greater chance of breaking free from the herd mentality by taking the opposite sides of issues, taking risks, and allowing him or herself to think and act different. Contrarian thinkers are trailblazers in business. They are the polarizing visionaries who are just as likely…
At closing time, the Philadelphia 76ers sales team employees are asked to send a daily email with their 3 wins of the day. This could be sales, conversations, helping an associate or learning a new task. Imagine you and your team capturing three wins a day on the phone, in person, with co-workers, colleagues, or…
I presented “Smash the Box” a couple of weeks ago and during the Q & A session a woman made the comment that being in the box is comfortable and safe for a lot of people and that isn’t a bad thing. And then a man in the group said, “But being in the box…
Randy Pausch, a computer science professor at Carnegie Mellon gave a presentation called, the “Last Lecture” when he was recently diagnosed with terminal cancer. During the presentation he talks about how bricks (barriers) keep people from achieving their dreams. A question he poses to us is how bad do you want it? Those who want…
The global economy is burning! When you look at the countries in North America, South America, Europe, and Asia they all have one thing in common- DEBT. For example, the United States current national debt is 23.3 Trillion dollars and the yearly interest on this debt is $479 billion dollars. The idea of this blog…
Are you a perfectionist? Do you think you are a creative person? The majority of men and women I talk to who describe themselves as perfectionist don’t see themselves as creative. While, those who describe themselves as imperfectionist see themselves as creative people. It comes down to the mindset (Perfectionist/ Imperfectionist) you and I take…
While presenting, getting laughs from your audience is key to connecting with them, breaking the ice, and gaining instant rapport. I have noticed in my speaking career the more the audience laughs the greater the impact I have on them in my talk. So, how do we get laughs? Be honest about yourself and poke…
I talked to a company this week about creating a culture of innovation in the workplace and Alethephobia- being scared of the truth. During that address we did a Q & A session and I asked the audience why are we scared to have truthful and honest discussions with co-workers, managers, friends and family? Here…
Chad J. Willett is an accomplished motivational speaker, actor and author. His first book, "SMASH THE BOX" covers the principles he has learned from his professional acting career.
