Embracing Repetition

A few months ago, my wife and I went to a concert of one of our favorite performers. (The name has been left out to protect our favorite performer.)  He sang a few older songs, and a few newer songs, but there was one song in particular we were waiting for.  This was...

read more

Conquering Doubt

I’m a quirky guy, and as a distance runner, I had a few rather unusual tendencies to prepare for a race. Some might even say these tendencies were neurotic. One month before every race: I would not take a sip of alcohol until after the race. I would not eat foods that...

read more

The Ultimate Indicator Of Success

Recently on a podcast, I was asked a common, but complicated, question.  The question was this: “What do you look for in a salesman?”  There were three of us on the panel, and we each had three very different answers.  The first answer came from a product specialist,...

read more

Don’t Get Too Comfortable

When you think about it, for most of us, the pursuit of comfort is almost an obsession.  We search for comfortable shoes, comfortable clothes, a comfortable house, a comfortable chair, and the list goes on and on.  But strangely enough, not everything is supposed to...

read more

Championship Rounds

I grew up playing and watching just about any sport, but strangely enough, the sport I enjoyed watching the most was one that I never participated in. I’m referring to “the sweet science" also known as boxing.  I marveled at the skill of Muhammad Ali, the speed of...

read more

The Polite Prospect Syndrome

For people who sell, there are many difficult objections that they need to prepare for; cost, trust, and urgency, to mention a few.  One of the leading objections, however, is often misread.  As a matter of fact, if you aren’t paying close attention, you’ll never see...

read more

A Tough Call

We spend a great deal of time, effort, and training on how to make the sale, and rightfully so.  But I want to ask this; what do you do when you do not make a sale?  The fact is, no matter how talented you are as a salesperson, no one has a 100% closing ratio....

read more

The Ultimate Gift

I was raised by a Lion.  No, not a real lion, but a true, card-carrying proud member of the Lions Club International.  My father, Lee Jolles, served faithfully for over 50 years, and I was able to witness what it meant to be someone who really gives of himself. One of...

read more

The Can’t Miss Holiday

I’m a New Year’s Eve man.  No doubt about it, and I’m not ashamed to admit it.  What can you say about New Years Eve that isn’t positive?  Christmas is a wonderful holiday, but not everyone celebrates Christmas.  The same could be said for Kwanzaa, Bodhi Day, Hanukah,...

read more