The Accountability Blog

Tag: achievement

The Law of Fractional Advantage

I was watching a basketball game this past week and the winning team missed almost two out of every three shots they took. How can you win a game shooting only 35.9%? The opposing team only shot 28.9%! Later, I decided to look into what was going on in the world of golf. You don’t have to be a big golf fan to know about Tiger Woods. He is the top rated golfer in the

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G-8 Level Communication

In a recent G-8 economic summit a large concern for the group of major world leaders was the proliferation of nuclear arms in Iran and North Korea. Additionally, the peace process in the Middle East between Israel and the Palestinians seems to take two steps back for every step forward. Most world problems over the centuries have been related to communication issues. Many times it’s been the lack of communication or ineffective communication. In business,

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Too Much Lost Business

Last week was an interesting week. Three sales people didn’t call me back, and it was only Wednesday. Monday I spoke with a hotel sales representative, a web services company, and a bank Vice-President. They all said they would call back that day. I must have moved, because I am still waiting for their calls. Guess what? I booked another hotel for one of my upcoming seminars. We contracted a different hosting company for our new web site. And, we

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Three Steps To Overcome Price Objections

I had barely turned the lights on and sat down the other day when my phone rang. It was Ray. Ray had been in my mentoring program for about thirty days and was facing a perplexing problem. He said, “I made three sales calls yesterday but didn’t make a single sale. This is starting to look like a trend.” I asked him what was the reason his prospects gave him for not purchasing. He said,

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Success On and Off the Court

In his 37 years as a head basketball coach at the University of North Carolina Dean Smith won more games then any other coach (879). He also won two national championships and had the coliseum on campus named after him. He was able to enjoy overwhelming success at a very competitive level because he had a philosophy that employed every step of the way. In Dean Smith’s book, “The Carolina Way: Leadership Lessons From a

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Four Steps To Close Your Next Sale

How many times have you heard, “Oh he’s a born salesman,” or, “Her dad was in sales. She’s a natural?” My father is the greatest salesperson I’ve had the privilege to see in action and to learn from. When he was a young man he was so shy it was painful. I guarantee you that when he was born the doctor didn’t slap him on the rear and say, “Now here’s a born salesman.” It just doesn’t work that way. We

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Your Happiness Hierarchy

Creating a strong competitive advantage in the marketplace requires you to focus on what’s happening today that can be improved. But you should also take time to look into the future. Many times people look back on their professional and personal lives and think, “I wish I had done this,” or, “If only I had implemented that idea sooner.” In fact, making good decisions is easy when you look back on the situation and have

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Strategic Thinking

Many times someone goes into business so they can “control their own life.” In reality, unless you understand how to build a strategic business, you usually end up with less control than you started with. Instead of having all of the headaches of ownership on top of getting your “job” done you might as well stay and work for someone else. At least then you can go home at the end of the day with a paycheck in hand and not

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Tell It And You Will Sell It

A few months back my brother and his wife went to look at a house that was for sale. It was just what they wanted; the perfect size, the right number of rooms, and in a subdivision that they loved. They recently completed some major remodeling on their home and had no plans to move. When they saw this particular house that was for sale, they just didn’t know what to do! The realtor told them they shouldn’t wait long

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The Four Secret Characteristics of Successful People

Why do some people succeed and others fail? Are there genetic differences between those who fail and those who succeed? Is success a result of luck or traits that are learned and developed? These are just some of the questions we continually ask ourselves as we seek our own success. Does the grass eternally look greener on the other side of the fence? Well, here are the four secret characteristics of all successful people. 1. Vision All successful people have

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