The average human being has the ability to achieve almost anything.  Lack of basic capability is rarely the problem–we all have great reserves of untapped power. The problem is almost always in finding out what we want.  Before we go any further, let me define how I’m using the word “want” here.  I’m not talking about mere wishes. I’m talking about wants that gnaw at you.

Maybe you think you don’t have any gnawing wants.  If you think that, you’re wrong. You have the wants. But, they’re bottled up where you can’t get at them. They’ll stay there, too, coming out as blind resistance to change, refusal to put out extra effort or the insistence that all your problems are the cause of others.

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As with most things in life, there are many ways to accomplish a single task. Wise business professionals are constantly on the lookout for better ways to make their points or present their products. In our book, Sell It Today, Sell It Now, Pat Leiby and I teach a proven-effective procedure for product presentations or demonstrations that is sure to work for you. It is a critical part of the Sell It Today system that can turn you into a one-time closing champion.

Our procedure begins with preparation. Thinking about the client you will present to next, break down your product demonstration into segments highlighting each individual feature of your product or service that you know will benefit this client.

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Rarely do people choose the details of their futures. They choose their daily habits and those daily habits dictate their futures. Re-read those first two sentences several times. Then, think about your daily habits. How are they dictating your life?

• Are you often rushing in the morning because you oversleep?
• Is it a part of your routine to search for your mobile phone or keys every time you leave the house?
• Do you travel through rush hour traffic every day with a sour attitude?
• During time you plan to work, are you daydreaming about what you’d rather be doing?
• Do you grab just anything for lunch?
• Do you catch yourself watching the clock the last 5 to 20 minutes of your work day?
• How do you spend your evenings?
• How well do you sleep?

Those basic aspects are part of everyone’s day. It’s easy to fall into habits that may not be good for us. Why is that? (more…)

The most powerful desire of human beings is the desire to be comfortable. I’m sure you’ve heard or read about many of our strong desires or needs such as security, achievement, recognition, money, love, etc., but they all boil down to the fact that we all want comfort more than anything.

Now, each of us may have a different definition of comfort. For some, it may involve having a million dollars in the bank, a beautiful home and time to travel. For others, it may be a more modest home, $10,000 in the bank and time to enjoy our families. The point is that it doesn’t matter where that comfort level is, but that we recognize that we each have one and that more than we consciously understand we will do nearly anything to achieve it. (more…)