If you get the gatekeeper to chuckle, you establish an emotional connection, which makes it easier to gain access the next time around.

Here’s what worked for me this week:

Gatekeeper says- Can I put you on hold while I check if Stacy is available? Do you have music?

Gatekeeper says- Where are you calling from? Home.

Gatekeeper says- Is Jim expecting your call? I hope so.

Gatekeeper says- Can you send me an email and I can pass it on to Susan. Okay, please don’t delete me. In many cases, the gatekeeper will email me back to prove that I was not deleted. The psychology of this is amazing.

Sales can be a grind, so stay positive and work to make the gatekeeper/prospect chuckle.

Leadership makes something happen that was not going to happen.

The trick to motivating yourself? Take Action! Action=Results=Motivation/Where you see progress.

The law of nature is: Do the thing and shall have the power. Ralph Waldo Emerson.

The question is not what’s going to change in the next 10 years. The question should be what’s not going to change? This is the great opportunity. Jeff Bezos said people will always want vast selection, fast service and competitive prices.

The Best Story Wins! Apple was based on the success of Steve Jobs storytelling. All of their products already existed in the marketplace. Most human connection is based on effective storytelling.

How can I tell my company’s story in a more compelling way?

I read Gitomer’s post on loyalty yesterday. He mentioned the question Would you recommend ABC to your friends and colleagues? This is oriented toward customer satisfaction. The report card for loyalty would be, Why would you recommend ABC to your friends and colleagues? Hopefully the answer is something memorable. Do something memorable for your customers. This change in thinking will move you from ordinary to extraordinary and create loyalty.

Most don’t have the guts to risk the life they were living for one they were capable of.

When trying to persuade someone to buy your product or service, try asking the following question:

Let’s fast forward a year after you implement our service . How do you know if your decision has been successful for you and your organization?

Set your goals for the day/year, but be flexible when unplanned events and opportunities come up. “Life is what happens to you when you are planning to do something else.” Ken Blanchard.

Life provides the cup and you choose how to fill it. When you hit a bump in the road, what spills over? Peace, Contentment, Anger, Resentment…