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...

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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...

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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....

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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...

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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,...

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The Perfect Underdog

When was the last time you tried to teach another person how to play chess?  It’s no easy task.  Recently, one of my kids expressed interest so I decided to have a go at it.  Clearly, I was feeling ambitious. I began my lesson with what I felt was the easiest piece on...

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Done Is Better Than Perfect

Perfection is a noble act.  From a young age, we strive for it.  Certain professions demand it.  In fact, the sheer pursuit of it seems to lie somewhere between noble and mythical.  Yes, there’s nothing like applying ourselves to achieve perfection except for one,...

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