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.

Scott suggests five steps to overcome craptacular attitudes in an organization.

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Scott’s new video book, The Avoidant…

Imagine trying to survive in a room filling with carbon monoxide. Without a CO2 detector to warn of the growing danger, this colorless and odorless gas goes undetected. Starved of oxygen, uncertainly and confusion kick in as discernment diminishes and decisions become more difficult.

It takes no imagination to see the results of the mental version of asphyxia as leaders in Washington choke on ideology and politics as usual. Breathing their own cerebral and verbal exhaust, the…

Scott discusses how ‘fires’ can help create great organizations that move forward and grow and profit.

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“I’m excited to come home to you, even on those days when we’ve had one of our rare fights,” my wife told me this morning. I clearly choose well in partnering with this amazing woman as my spouse. I share in her excitement and always find a grin on my face when I hear her car coming up our drive. Our relationship is built on many things, including mutual respect, ongoing communication, and the simple pleasure of each other’s company.

How excited are you to see the people in your life?…

Scott encourages you to ‘just do it’ when it comes to things you’re hesitating on.

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Scott’s new video book, The…

Your Radical Accountability Minute: How To Love Your Employees

Scott discusses how to appropriately ‘love’ your employees.

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