Healthy boundaries are your gift to yourself and the world. This nurtures you while being a role model to others.

How is it that 115 cardinals at the Vatican can choose a Pope in just 24 hours, yet, in Washington, DC, congressional leaders and the President can’t seem to find a way to compromise on spending and budgets in a way that serves the American people. The answer is priorities. When something is a priority, people always find a way to get it done. While not everyone is happy or even agrees with the choice of Pope Francis, the leaders of the Catholic Church made a nimble choice that allows…

Salespeople are often perceived as being suave, slimy, slippery, and scary. This creates a tremendous opportunity to create a different experience for every buyer, and be more memorable as a result.

Many of us have experienced the departure of a negative co-worker or manager from a company. Always, there is a collective sigh of relief as the removal of this cancerous presence breathes new life into the organization. No longer drained by the unhealthy distractions and toxic interactions, the team is free to focus on the business at hand instead of shielding and protecting themselves from the next wave of negative fallout. It’s little wonder that we often see a surge of productivity and…

Scott shines a light on some of the reasons why individuals fail to follow through, and simple ways to overcome them.

1. ADD – Attention divided dilema
2. Fear – False evidence appearing real
3. Competing priorities…

Who is more credible in a sales conversation? The customer, at least in their own eyes. So, this begs the question: Why are salespeople the ones always trying to do the convincing? Let customers convince themselves to buy.

Scott shares the heart of the matter – the importance of personal and professional integrity.

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An April 2012 Oklahoma City television news interview gone viral has now reached tens of millions of people across the  globe who've heard Sweet Brown’s  famous words:

“Ain’t nobody got time for that.”

While Brown was referring to the choking smoke from…

Scott suggests ways to align your organization with belief, choice, and action to make your organization a place where people want to stay and work.…

Thanks to those who attended Revolutionary Recruiting at the Staffing Industry Forum. I promised 20 more potential Points of Gravity for enhancing your company’s gravitational field in the market. Here those are:

1. College and trade school recruiting
2. Providing outplacement services
3. Contacts from trade association…

No matter what a customer promises, when you lower your price they’ll never pay more for the same services. Once you go down, you can’t go back up.

Scott discusses the four ‘R’s’ of client acquisition.

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• Remember that if your lips are moving you’re not selling. If their lips are moving then you are both hearing how to close the deal.
• Pick the best (customers), so you can leave the rest.
• Keep learning and adding to your skills. We learn absolutely nothing by repeating things we already know. Growth only happens when we get outside our comfort zone and try new things.
• Get customers to talk themselves into buying as they always believe themselves. They only…

Scott provides insight on how using a one-sheet can increase and improve sales by making sure the correct questions are asked of the customer consistently.

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Value is not what you do or even how you do it. It’s what you achieve for the customer that differentiates you from other providers.

Scott explains the secret to implementing the change that somebody else stopped doing.

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Scott’s new video book, The Avoidant…

About 18 months ago, I wrote one of my most popular posts about the disdain many people have for a frequently used expletive, of sorts. Many people are terrified of this “F” word, and why wouldn't they be? Saying it makes people uncomfortable.

Now, before your mind goes too far with this, the “F” word I’m referring to is “fire.” Employees hate being fired, and most managers despise being on the delivering end of this news. However, letting someone go is often an act of…

Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.

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VMS business should not be ignored nor blindly embraced. Find the “good” VMS and work it with a passion.