Wise lessons I learned from Richard Branson….

This week I had the very fortunate opportunity to meet with Richard Branson.He’s what I call the “billionaire with a heart”.Not only is he one of the most famous and respected entrepreneurs in the world, but he is quite unique in his willingness to be transparent...

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Lessons From Toby… Timeless Wisdom For The New Year!

Dear friend, In the past few weeks, I've been reflecting on an important part of my life that has taught me some lessons I wanted to share with you. Dec. 2005, Toby blowing his candles at his second birthday Something happened to me on my son Toby's second birthday....

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Toby’s New Book! 52 Life Lessons

Order Toby's book for ($13.95) here Dear Friend, If you’ve been a subscriber of mine for some time now, you probably know about the article I wrote about my son Toby’s second birthday called “Lessons From Toby”.   Well, I just finished writing a new book that was...

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Bait and Switch, Selling and Telling the Truth

Dear friend, The other day, Sharon who is my long-time trusted “gatekeeper” covering our live chat box on our site, sent me this chat conversation she had: Subj. “Possible LARGE Sale” Sharon: Hello...its Sharon Sharon: Welcome Visitor: I need Ari's phone number...

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Whispers in the Airport Lounge

Dear friend, I'm just sitting here in the Quantas Business Class lounge waiting for my flight to leave from Sydney to Los Angeles. It starts boarding within an hour or so. This is my bi-annual 2-week trip back to the US each year that I take to upgrade my direct...

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Sales Language: “Follow-Up” — Good or Bad?

If there is one phrase that exemplifies the typical sales person the most, it's the phrase "follow-up". You probably use that phrase instinctively, without even thinking about it, especially when you call your prospects after your initial conversation with them. Until...

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A Bucket Full of Holes

From time to time, my live chat staff passes me intriguing messages from visitors on our website. This is one came in from John last week:    “I have a role play interview coming up on Tuesday. During the role play, I'm expected to make an appointment as a result of a...

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The Dog and Pony Show — Reinvented

If you’ve been exposed to the sales world in one form or the other, you’ve probably heard of the infamous “Dog and Pony Show”. That’s where you’re invited to come to your prospect’s office and make a presentation in the hopes you’ll persuade them to buy what you have....

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How To Sell in a Down Economy

Recently, here in Sydney Australia, our members got to hear me “pick the brains” of one of our successful members who is well on his way to mastering the Mindset. He’s doing the exact OPPOSITE of what all the sales gurus taught him over the years – and he’s getting...

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Aikido and The New Way of Selling

  Yesterday, I took my son Toby and Nathan (recent photo below) to their weekly Aikido class. If you’re not familiar with Aikido, it’s a non-aggressive martial art whose purpose is to diffuse conflict. It’s quite powerful, because the philosophy it teaches has major...

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Observations about seeing opportunities …

I’ve just finished off a fantastic wedding weekend here in San Diego. It wasn’t mine, but my sister Eydie’s wedding. After many years of being in the singles scene, she finally found her soul mate, Mark. My toast at the dinner reception was called “The Perfect...

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Two Sales Worlds, Which One Do You Live In?

There are two different worlds that exist when it comes to selling. First is the one most business people live in where they battle each day with prospects using old-school traditional sales techniques trying to “close the sale”. The second one is the one our Inner...

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