One-on-One Sales and Management Training
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There really are only two directions in which we may travel in life: that which is life-enhancing and that which is life-diminishing.
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The most important story you will ever tell about yourself is the story you tell to yourself.
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In the domain of persuasion , conditions are ripe for self-sustaining incompetence.
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People who do not understand automobiles can neither design nor fix them - how can people who do not understand human motivation design or fix motivational strategies or problems?
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An amateur practices a thing until he can do it right - a master practices a thing until he cannot do it wrong.
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Our desire to control is so powerful, and the feeling of being in control so rewarding, that people often act as though they can control the uncontrollable.
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Losers visualize the penalties of failure, and winners visualize the rewards of success.
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It is easier to act yourself into good thinking than it is to think yourself into good action.
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In the struggle between the heart and the brain - the heart will always win.
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The benefits of persuasion are strictly reserved for those who have invested the appropriate time, effort and capital necessary to develop it for their self.
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Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.
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It all starts with the head.
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Action has the last word, in that no living value can be achieved or sustained without it.
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The first principle is that you must not fool yourself - and you are the easiest person to fool!
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The only certain means of success is to render more and better service than is expected of you, no matter what your task may be.
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Depression is the appropriate mental state for an unprepared person doing a tough job.
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Until people can make their "work space" a learning space, learning will always be a "nice idea" - peripheral, not central.
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If you want to live with the masses, think emotionally. If you want to live with the middle class, think positively. If you want live with the world class, think critically.
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After nearly eight years in graduate and undergraduate engineering, I was surprised to find the most challenging problems dealt with people and not with things.
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There are no short cuts to anywhere worth going.
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When we behave in ways that conflict with our judgement of what is appropriate, we lose face in our own eyes.
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It is said that the successful organization of the future will be above all a learning organization. It can equally be said that it will be an organization geared to self-esteem.
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How can you learn from your mistakes if you cannot admit that you've made any?
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We cannot "not manipulate others" - it is a basic element of living that we have an effect on others.
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If you do not know that you have a problem - how can you possibly fix it on your own?
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What's good for the cell is good for the person, is good for the group, is good for the organization, is good for the country and is good for the world.
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To a large degree, our success and happiness in life depends on how much people like themselves when they're with us.
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The harder I work, the luckier I get.
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Systems are rarely put in place to eliminate thinking...although it is a common result.
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I am not my brother's keeper, I am my brother's helper.
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If you tell the truth, you don't have to remember anything.
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Doctors give drugs of which they know little, into bodies of which they know less, for diseases of which they know nothing at all.
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The relentless urgency that characterizes most companies cultures undermines creativity, quality, engagement, thoughtful deliberation, productivity and ultimately, performance.
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Remember that the personal side of leadership is what, in the end, supports the strategic business needs of the organization. That will always remain the secret of a well-managed and profitable company.
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Success is not for the timid. It is for those who seek guidance, make decisions, and take decisive action.
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There is no success unless it is ethical success.
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More is not always better, nor less for that matter, but better is always better.
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Improving quality often lowers your costs, but lowering your costs seldom improves quality.
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The lack of "soft skills" has hard consequences.
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It's not about who is right and who is wrong - it is about what happened and do we like it.
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Construction of a big building is painstaking work...I don't want people who think they can get it done in record time. That can spell disaster.
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Killer products lead to killer profits.
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To change results, you must change performance. To change performance, you must change self-image.
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Action seems to follow feeling, but really action and feeling go together; and by regulating the action, which is under control of the will, we can indirectly regulate the feeling, which is not.
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Never become so much of an expert that you stop gaining expertise. View life as a continuous learning experience.
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The quality of a person's life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.
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Frequently examine your working methods to discover and eliminate unnecessary tension. Aim at poise, repose, and self-control. The relaxed worker accomplishes most.
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To fear to face an issue is to believe that the worst is true.
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When your desires and imagination are in conflict, your imagination invariably gains the day.
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The people who get into trouble in our company are those who carry around the anchor of the past.
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The problem is never how to get new innovative thoughts into your mind, but how to get the old ones out.
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Credibility is like the bottom of a ship. If it has holes, it doesn't matter if they are big or little - they all matter.
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The problem with most companies is that they have no good ideas. Instead, they are driven by ideas like: "The name of the game is climbing the corporate ladder," or "Do whatever it takes to win personally". These ideas pollute the organization.
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Leadership is one of the things you cannot delegate. You either exercise it, or you abdicate it.
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Great systems and processes executed using poor fundamentals usually do not produce good results.
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You are not getting what you want - you are getting what your brain is wired for.
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The greatest of faults is to be conscious of none.
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The degree to which you awaken, will be in direct proportion to the amount of truth you can accept about yourself.
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A problem-oriented management approach casts us in the role of getting rid of things, not in the role of creating the outcomes we want to create.
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The leader needs to be in touch with the employees and to communicate with them on a daily basis.
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My experience is that most people underestimate their power to change and grow.
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Leaders are not successful unless a lot of people want them to be.
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The greatest ability in business is to get along with others and influence their actions.
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People don't at first follow worthy causes. They follow worthy leaders who promote worthwhile causes.
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Formal education will make you a living; self-education will make you a fortune.
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You get what you reward! Know what you want to get and reward or recognize people in some way to get it.
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The illiterate of the future will not be the person who cannot read. It will be the person who does not know how to learn.
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Only those who have the patience to do things perfectly will acquire the skill to do difficult things.
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Many people confuse getting an order - with making a sale. If you did not persuade someone of something, you were not selling. Pretty much anyone can take an order - it is not so with selling.
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The bad leader is he who the people despise. The good leader is he who the people praise. The great leader is he who the people say, "We did it ourselves."
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If you are a boss who cannot handle the truth - then your people are unlikely to give it to you.
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You can't teach a kid to ride a bike at a seminar.
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Progress is impossible without change, and those who cannot change their minds cannot change anything.
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When I finally understood that emotions run the show, it was unquestionably the single greatest breakthrough in my career.
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There can be no failure to a man who has not lost his courage, his character, his self-respect, or his self-confidence. He is still a king.
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Too often, executives hope that once they have the strategy, implementation is a matter of course. Nothing could be farther from the truth.
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I do not like that man - I must get to know him better.
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Embrace and prepare for change...it is coming.
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Practice makes permanent - perfect practice makes perfect.
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The tragedy of our time is that we've got it backwards. We've learned to love techniques and use people.
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Never forget: A guiding coalition made up only of managers - even superb managers who are wonderful people - will cause major change efforts to fail.
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Honesty is the cornerstone of civilization.
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You can't speed up time or have any more hours in a day - you can only improve the quality and value of your time.
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Many executives are better trained in designing strategy than in the superior human qualities needed to transform abstract plans into living commitments by real people.
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I do not seek to judge anyone or be critical of anyone about anything - I seek to help others and myself see and deal with reality honestly.
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This is the true joy in life, being used for a purpose recognized by yourself as a mighty one...being a force of nature instead of a feverish, selfish clod of ailments and grievances complaining that the world will not devote itself to making you happy.
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Your life is full already, if you truly want something new in your life - you will need to give up something you now have to make a place for it.
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It is ideal that we would first help and improve ourselves before we endeavor to help and improve others.
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Much of the stress that people feel doesn't come from having too much to do. It comes from not finishing what they've started.
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The best performers in the world are always the most vigorous learners.
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Sophists forsake one of our primary functions - that of map making for others to follow.
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Perhaps no human need is more neglected in the workplace than to feel valued.
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Discover that the most powerful way to help those you love is to lead by example - and realize that you are leading by example all of the time.
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The leadership mind is radically different from the non-leadership mind or from common sense.
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That which does not kill us makes us stronger.
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There is no way a work force that is uninvolved and unrewarded will be quality-conscious, efficient, or innovative.
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Intellectual growth should commence at birth and cease only at death.
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If you don't understand yourself, you don't understand anybody else.
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When social pressure or social validation is involved, we make higher-than-expected evaluations.
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I cannot overcome a fear whose reality I deny. I cannot correct a problem if I will not admit it exists. I cannot change traits I insist I do not have.
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The whole destiny of human society depends upon the influencing of human behavior.
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If you're not willing to risk the unusual, you will have to settle for the ordinary.
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Do not complain about your people, grow them or get rid of them. Do not waste their time or your own.
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Decisiveness is a characteristic of high-performing men and women. Almost any decision is better than no decision at all.
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Regarding the difference between valid learning and specious learning - one of the fundamentals is that valid learning does not occur unless you continuously go back to reality.
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Great spirits have always encountered violent opposition from mediocre minds.
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Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life.
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Great people talk about ideas. Average people talk about things. Small people talk about other people.
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He who has no personal knowledge but has only heard of many things cannot understand deeper truth, even as the spoon has no idea of the taste of soup.
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If a person does not know, understand and deliberately use the fundamentals of persuasion, how persuasive can they be?
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I'm interested in your life, not your shekels.
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The sales superstar is distinguished by an expertise in people and an expertise in motivating people.
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Good psychology, once you know it, often seems like common sense, but it rarely seemed that way before you knew it.
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First, they ignore you. Second, they laugh at you. Third, they fight you. Finally, you win.
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Usually it is best to start something at the beginning.
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We leak the truth through every pore of our bodies.
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The ferment in management will continue until organizations begin to address the higher order needs: self-respect and self-actualization.
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Involving individuals in the business is the most effective way to produce an organization in which people know more, care more, and do the right things.
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It's not who's right or who's wrong...it's who's left.
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To be highly successful in resolving problems with others, your positive emotion for the other person must be significantly greater than the negative emotion you have about the problem you seek to fix.
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A capacity to confront reality had served me well throughout life.
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People generally despise being bossed around - however they usually appreciate being led.
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While the socially & scientifically naive endeavor to defy the bell curve, in effect they simply move it in the wrong direction.
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Nurture your mind with great thoughts, for you will never go any higher than you think.
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Things, whether they be increased productivity or reduced errors do not generally change for the better until the people directly involved with those things change for the better.
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It is not only a matter of believing you can do a thing, even more importantly, you must want to do that thing.
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Pretend that every single person you meet has a sign around their neck that says, "Make me feel important." Not only will you succeed in sales, you will succeed in life.
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If you're going to be a bear, be a grizzly.
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Its not what the vision is, its what the vision does.
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Cynics criticize and winners analyze.
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People spend more time learning how to use a food processor than they do learning how to use their brains.
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Study the art of persuasion. Practice it. Develop an understanding for its profound value across all areas of life.
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I was shocked when I finally realized that what I had been for all these years of work with thousands of athletes was an acting coach!
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If someone believes a thing, thinks a thing, says a thing or does a thing - you can be sure they "learned" that thing.
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Realistic perceiving is prerequisite to realistic behaving, and realistic behaving is prerequisite to good results.
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The ethic of more, bigger, faster generates value that is narrow, shallow and short term. More and more leads, paradoxically, to less and less.
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Success is not the key to happiness. Happiness is the key to success. If you love what you are doing, you will be successful.
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A problem for many educators is that they are teaching subjects that are not useful to the students at the time they are being taught.
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Face reality as it is, not as it was or as how you wish it were.
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Today the primary threats to our survival come not from sudden events but from slow, gradual processes.
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All behavior is a function of its consequences.
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I wish well-meaning, sensible men would not lessen their power of doing good by a positive, assuming manner, that seldom fails to disgust, tends to create opposition, and to defeat every one of those purposes for which speech was given to us.
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Push yourself too hard or too continuously and the consequence will eventually be burnout and breakdown. Push yourself too little or too infrequently and no growth will occur.
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The almost total absence of meaningful "practice" or "rehearsal" is probably the predominant factor that keeps most management teams from being effective learning units.
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This too shall pass.
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The first steps of healing and growth are awareness and acceptance - consciousness and integration are the fountainhead of personal development.
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People have styles of persuading and influence; many have a brick wall of resistance even before you've even met them.
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Many people mistakenly believe that because they can speak the language fluently, that it means they use the language effectively.
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Theoretically speaking, leadership is for everyone. In practice, however, only a few understand it, and even fewer choose it. Having chosen to study this material, you have preselected yourself as a leader.
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Self-discipline requires the ability to defer immediate gratification in the service of a remote goal.
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If you can remember, worry, or tie your shoe, you can succeed.
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You never see the lies you believe.
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I shall never again want anything I'm not entitled to; it costs too much!
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Unnecessary fear of a bad decision is a major stumbling block to good decisions.
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Are you still using "bloodletting" in running your business? If you don't understand the question then you probably are.
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A man has got to know his limitations.
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The internal conditions you create drive everything else.
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If you look at persuasion as if it were a piano, then most people only use a few keys and are playing "Chopsticks" when they could be using all the keys and playing Mozart.
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I can't make chicken salad out of chicken s**t! - Mike Hawkins (modified - You can make chicken salad out of chicken s**t, but people usually do not like it.)
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Going to a seminar on leadership and thinking you are a leader when you leave, is like taking a ride in an F16 Fighter Jet and thinking you are a pilot when you get out.
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We are all contagious - what are you spreading?
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Your own soul is nourished when you are kind; it is destroyed when you are cruel.
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We aren't what we think we are, but what we THINK, we are!
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You can recognize growth and underinvestment by the failure of a firm to achieve its potential growth despite everyone's working tremendously hard - a sign of underinvestment.
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Our brains are more literal than we think.
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Selling and leading are not exactly like sculpting...doing more hammering will not normally result in success.
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If you do not accept the reality of where you are now - how do you imagine you can begin to change?
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I found it is easier to fix other people's problems than it is to fix your own.
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It is easier to see the reality of other people's problems than it is to see the reality of our own.
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Whatever the diagnosis, the solution universally requires leadership. It demands that a critical mass of the organization think and act as leaders do.
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Mix idealism with realism and add hard work. This will often bring much more than you could ever hope for.
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Of all the judgements we pass in life, none is as important as the one we pass on ourselves.
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The wise organization realizes that intelligent can only be governed by consent and not by command.
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He who knows others is wise; he who knows himself is enlightened.
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Your reality is like a large mosaic.
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There can be no progress without change - even though not all change is progress.
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In a world in which the total of human knowledge is doubling about every ten years, our security can rest only in our ability to learn.
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Understanding how things work is underrated - a lack of it leads to a belief in "magic".
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Our focused attention tends to determine what becomes reality - focus your attention on what you want instead of what you don't want.
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A managerial mindset will develop plans, not vision; it will vastly undercommunicate the need for and the direction of change; and it will control rather than empower people.
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Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it's amazing what they can accomplish.
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No one is destined to stay as they are - quite the contrary, we are all destined to change. The question is, will we direct the change or yield control to things outside ourselves.
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The best managers increase the health of the workers whom they manage.
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When you learn something new, you are then required to make mistakes in order to fully understand what you have learned.
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The destinies of peoples are determined by their character and not by their government.
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Most mistakes business leaders make arise from an unwillingness to face reality and act accordingly.
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No one likes to change their present level of awareness.
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Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, 'What's in it for me?'
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Everything in your life gets better when you get better, and nothing is ever going to get better until you get better.
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The very best thing about our incredible brains is that they are reprogrammable.
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We each have an infinite capacity for self-deception. We become skilled at denial because it helps us to avoid discomfort in the short-term, but it exacts a toll in the long-term.
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At its core management hasn't changed much in 100 years. Its central ethic remains control, its chief tools remain extrinsic motivators.
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There is only one way to get anyone to do anything. And that is by making the other person want to do it.
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One of the most important discoveries business owners and leaders can make, is that the work of improving their business or organization begins with them.
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An investment in knowledge always pays the best interest.
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You have to treat your employees like your customers. When you treat them right, they will treat your outside customers right.
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I oppose entropy.
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It is more desirable to stimulate the search for answers than to provide the answers.
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Those who are poor persuaders often yearn for power and authority so as to force or coerce others to comply with their wishes.
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To be a leader is to be condemned to philosophy.
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Control your own destiny, or someone else will.
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A little knowledge is a dangerous thing.
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The reality is that stress is the stimulus for all growth in our lives.
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The person who says it cannot be done should not interrupt the person who is busy doing it.
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Don't worry - be happy.
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The very best managers do not really DO much of anything, they get other people to do things.
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You have to 'be' before you can 'do', and do before you can 'have'.
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If workers cannot inform managers - and managers cannot learn and respond - workers' insights have no credibility, and the notion of their partnerships with management becomes empty verbiage.
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Always think of what you have to do as easy and it will be.
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High expectations are the key to everything.
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There is a tremendous tendency of people high in the organization to become remote from reality and the facts, to begin to hypothesize and conjecture without any formal grounding of their theories.
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Money is a result, wealth is a result, health is a result, illness is a result, your weight is a result. We live in a world of cause and effect.
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The development of your leadership skills and performance is absolutely among your most important challenges and responsibilities.
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In the full service, spoon-fed world you can get someone to do everything for you except lead and persuade others...you simply must do this yourself.
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Those people who develop the ability to continuously acquire new and better forms of knowledge that they can apply to their work and to their lives will be the movers and shakers in our society for the indefinite future.
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Our early emphasis on human relations was not motivated by altruism, but by the simple belief that if we respected our people and helped them respect themselves, the company would make the most profit.
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The most fundamental and the most far-reaching activity in life is that which you build into your mentality every waking hour.
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Pushing yourself for your own goals and desires is an admirable trait, pushing others to achieve your goals...not so much.
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Leadership is the art of integrating results and heart.
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Love yourself first and everything else falls into line. You really have to love yourself to get anything done in this world.
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To be a leader is to win against the universal "No".
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I have no desire to shake the hand that has never changed a diaper.
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In the most innovative companies, there is a significantly higher volume of thank-you's than in companies of low innovation.
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It's an important day in everyone's life when they begin to work for what they want to build rather than to please a boss.
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I believe our fundamental challenge is tapping the intellectual capacity of people at all levels, both as individuals and groups.
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The biggest problem in the world? Not being able to get people to do stuff.
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Smugness and certainty tend to stop research rather than to stimulate it.
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As a man thinketh in his heart, so is he.
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The amazing thing is that, of the millions of people who think they want to be successful, few of them have any really strong, impelling desires.
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We learn best from experience but we never directly experience the consequences of many of our most important decisions.
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He who knows nothing is closer to the truth than he whose mind is filled with falsehoods and errors.
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The quality of a person's life is in direct proportion to their ability to maximize and maintain their genuine self-esteem.
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Businesses only get better...when their people do - especially the leaders.
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I attract to my life whatever I give my attention, energy and focus to, whether positive or negative.
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I do not twist my brain to make facts disappear. I am willing to stand still in the presence of what I know to be true. What is, is.
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Your objective is to get all areas of your life working together to create and transfer high energy.
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The path to self-actualization is paved by genuine self-esteem.
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The more influence and power you give to someone else in the team situation, the more you have for yourself.
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Happiness is native to the human mind and its physical machine. We think better, perform better, feel better, and are healthier when we are happy.
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Inappropriate selfishness is the bane of humanity, appropriate selfishness is the foundation of humanity.
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The only thing a title can buy is a little time - either to increase your level of influence with others or to erase it.
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Change is the status quo.
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Leadership is one of the roles in life where it really does matter what others think of you.
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Practice without pressure and you will learn more efficiently and be able to perform better in a crisis situation.
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The gap between the amount of praise managers think they give their employees and the amount employees report receiving is unfortunately wide.
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When management shows through actions rather than words that you're a valuable employee, that your input is valued no matter what level you work at, it's very motivating.
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In a significant number of cases, people actually get worse at their jobs over time...(partly) because most of us tend to become fixed in our habits and practices, even when they're suboptimal.
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Human motivation boils down to two primary ingredients - desire and belief.
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Life does not give us what we need; life gives us what we deserve.
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Current reality is always your new starting point.
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Where is wisdom? Basically, it means to live by principles or natural laws rather than going along with today's culture of quick fix.
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Wisdom is not a product of schooling but of the lifelong attempt to acquire it.
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Recovery is an important word and concept. It means renewal of life and energy. Knowing how and when to recover may prove to be the most important skill in your life.
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You don't pull up the radishes to see how they are growing.
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You can't completely develop leadership at a seminar, you can learn about it there, but you must develop it every day wherever you are.
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The tragedy of many people's lives is that they look for self-esteem in every direction except within, and so they fail in their search.
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Two rules of market orientation define the well-led company: every employee must be close to the customer, and every employee must be close to the Company's total business plan and understand the reasons for it.
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If you limit your choices only to what seems possible or reasonable, you disconnect yourself from what you truly want, and all that is left is a compromise.
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Do what you feel in your heart to be right - for you'll be criticized anyway. You'll be damned if you do, and damned if you don't.
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Often what we call "thinking" is merely recycling the opinions of others.
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I believe persuasion is the life-blood of freedom.
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Leadership is being a faithful, devoted, hard-working servant of the people you lead and participating with them in the agonies as well as the ecstasies of life.
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When we are truly brave, we can be honest.
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When you meet a person who is really going places in this world, usually it is a person of intense desire for the highest and best in life.
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Many people want to change other things and people - but often they do not want to change their self.
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The point of diminishing returns is reached quicker and at a lower level of production with Command & Control management than with Enlightened management.
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Get your 385 back!
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Whether you're fixing sinks, ringing up groceries, selling cars, or writing up a lesson plan, you and I need autonomy just as deeply as a great painter.
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Companies sometimes have too many managers, but they can never have too many leaders.
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Twenty men crossing a bridge into a village, are twenty men crossing twenty bridges, into twenty villages.
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Character isn't something you were born with and can't change, like your fingerprints. It's something you weren't born with and must take responsibility for forming.
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I have never let my schooling interfere with my education.
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We have a moral obligation to give people the tools to meet tough goals. It's wrong if you don't give employees the tools to succeed, then punish them when they fail.
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In a world where the big things have little difference - it's the little things that make a big difference.
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Big things are made of small things, if the small things are not good, then the big things usually are not good either.
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A man convinced against his will is of the same opinion still.
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If you are not deliberately developing leadership in your people, then they are likely to gradually lose confidence in you.
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Poor social or environmental conditions are those which set us against each other by making our personal interests antagonistic to the group, to those of others.
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We are all self-made, but only the successful will admit it.
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When the student is ready, the teacher will appear.
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If it is to be, it is up to me.
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Unless commitment to the mission and vision of the larger organization is greater than commitment to individual functional goals, functional goals will predominate.
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Right desire is truly the first step in solving problems and getting on the road to prosperity.
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The greatest enemies of success and happiness are negative emotions of all kinds.
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Your skin actually reflects the quality of your life and what most people are doing is almost like polishing the flower instead of nourishing the root.
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If you are not in the "change" business, you are not in business.
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It is the continual working with the material that begins to make it your own - regardless of where it came from.
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If you want the truth to stand before you, never be for or against. The struggle between "for" and "against" is the mind's worst disease.
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If you could master one element of personal communication that is more powerful than anything...it is the quality of being likeable.
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You can only "sell" what you can close, you can only "close" what you can control.
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The busier you can keep yourself with the particulars of shot assessment and execution, the less chance your mind has to dwell on the emotional "if" and "but" factors that breed anxiety.
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Ironically, many of the business owners and executives who fire (unpersuasive workers) themselves do not know what would make the situation better. They think they do, but often it is the wrong solution.
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Apathetic stupidity cannot fix stupid, but quality teaching and mentoring can.
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Being the boss does not make one a great or even a good leader...developing leadership does.
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No matter what, something better is coming.
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Studies show that program managers are effective more because of their authentic and dedicated personalities than by virtue of their administrative and engineering skills.
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The biggest obstacle holding someone back is not knowing what they want.
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Life gets good when we get clear on what we want to create.
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There's so much talk about the system. And so little understanding.
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You get the best effort from others not by lighting a fire beneath them, but by building a fire within them.
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What we need to keep in mind is that in the end, knowing the truth is almost always in our best interest.
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It is not only that leaders with responsibility must be taught leadership; they must also, if they can, do the teaching.
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You can't make a baby run by beating it when it has just learned to walk.
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If you are struggling or failing in your leadership roles, you are probably not choosing or executing sales behavior appropriately.
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Business owners and leaders often accurately perceive the attitude,behavior and performance opportunities for improvement in their people, but rarely realize the same is true for their self.
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Creativeness is correlated with the ability to withstand the lack of structure, the lack of future, the lack of predictability, of control, the tolerance for ambiguity, for planlessness.
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To be conscious that you are ignorant of the facts is a great step to knowledge.
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Selling, just as many other human endeavors, is essentially a quest for truth.
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If people are perceived as potentials rather than problems, as possessing strengths instead of weaknesses, as unlimited rather than dull, then they thrive and grow to their capabilities.
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Love is a genuine concern for the growth and happiness of others.
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Nothing is more common than to pursue self-esteem by means that will not and cannot work.
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We are the one species that can formulate a vision of what values are worth pursuing - and then pursue the opposite.
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You can give the same recipe to ten cooks, and some make it come alive, and some make a flat soufflé. A system doesn't guarantee anything.
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As long as a person doesn't know what he doesn't know, he doesn't grow.
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The conflict between work and home diminishes dramatically when the organization fosters values in alignment with people's own core, values that have equal meaning at work and at home.
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Continuous, supportive communication from managers, supervisors, and associates is too often underemphasized. It is a major, major motivator.
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Being ignorant is not so much a shame as being unwilling to learn to do things right.
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The key is to structure our life such that we are running downhill in pursuit of our dream.
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A key question for any leader is simply this: Do your people want to follow you and be like you?
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Always assume each and every person wants to do a better job and grow.
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Always do right. This will gratify some people and astonish the rest.
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The human spirit will never invest itself in a compromise.
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Despite rhetoric to the contrary, I believe most American businesses are engaged in building "no-risk" environments.
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A man generally has two reasons for doing a thing - one that sounds good, and a REAL one.
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Studies of business failure tells us that a common cause is executive fear of making decisions.
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Accountants must figure out some way of turning into balance sheet terms the intangible personnel values that come from improving the people of the organization.
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You're always going to be in a box of some type so stop trying to get out of it, instead focus your efforts on enlarging it.
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Men and women want to do a good job, a creative job, and if they are provided the proper environment, they will do so.
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Culture is one of the most precious things a company has, so you must work harder at it than anything else.
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Today I will do what others won't, so tomorrow I can accomplish what others can't.
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We still live under this illusion we have control. We do not.
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Systems and processes are only as good as the fundamentals used to execute them.
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Excellence is an art won by training and habituation.
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Powerlessness corrupts. Absolute powerlessness corrupts absolutely.
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Whether you think you can, or think you can't - you are probably right.
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Know thyself.
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Everything leaks.
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If you try to change your behavior without first changing the underlying structure causing that behavior, you will not succeed. This is because structure determines behavior, not the other way around.
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In my experience there is only one motivation and that is desire. No reasons or principle contain it or stand against it.
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Because of time delay, people often give up taking actions that are, in fact, effective, but the result of those actions has not yet had a chance to appear.
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U Gotta Wanna
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People and their performance are primarily the product of their programming and their environment.
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Once the unconscious keeps one thing from you, it will keep other things from you.
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Influence is king, although persuasion trumps it.
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I thought I had an original epiphany, but alas, Emerson had already elucidated it.
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Continuous effort - not strength or intelligence - is the key to unlocking our potential.
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Only when it is vision-led, will an organization embrace change.
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When I drive myself, my life is found.
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The best way to solve your problems is to outgrow them.
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The more evolved and psychologically healthy people get, the more will enlightened management be necessary to survive in competition - and the more handicapped will be the enterprise with an authoritarian policy.
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Imagination is more important than knowledge.
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You cannot give someone something you do not first possess yourself.
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Life is nothing if not a continuous stream of learning.
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All in the organization must master the cycle of thinking, doing, evaluating, and reflecting. Without, there is no valid learning.
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Not finance. Not strategy. Not technology. It is teamwork that remains the ultimate competitive advantage, both because it is so powerful and so rare.
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Courage is the first human virtue because it makes all of the other human virtues possible.
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The problem is that most people spend their lives looking... but not truly seeing.
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A good society is impossible unless we develop the ability to admire superiority.
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Like computers, people's problems are much more often the result of inferior programming than defective hardware.
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It is usually best to recognize and celebrate BOTH the person and the input/processes that generated a positive outcome. When the outcome is negative, it is usually best to focus on the input/processes that generated it.
I teach and coach influence and persuasion fundamentals and processes.
We are as influential and persuasive as we have learned and developed ourselves to be. No one is a "natural born" salesperson or leader. I train people in the Quad Cities Area to believe, think, speak and act in specific ways that generate greater influence and persuasive success...most useful in sales and the management of other people.
How persuasive are we?
Can we first agree that to the extent we gain the genuine agreement or engagement of others we are persuasive? And also to the extent we get disagreement, rejection, denial or artificial agreement or compliance from others we are not persuasive? By that measure, persuasion is in short supply in many businesses and organizations. Additionally, we often overrate the influence we possess with others - and do not understand the difference between influence and persuasion - putting us at a disadvantage to develop either one significantly without the help of a coach or mentor.
Are there more effective ways to persuade and manage others?
Understanding the difference between influence and persuasion - and the different ways in which they work is a major step in the right direction. Fundamentally shifting from "telling" or "pushing" information into a "closed mind", toward leading one to discover information for their self and to open their mind is a key component to effective selling and leadership.
How can we become better at persuading and managing others?
It is usually necessary to first understand (and stop using) communication habits, patterns, and words that are creating resistance to our persuasive efforts. Creating clear selling objectives and then communicating our vision to others in a non-aggressive approach using words, sentence structure etc. that engage the other person are key.
As we learn, it is vital to develop skill (see KASH) in using our new ways of thinking, saying, and doing things. Important Note: Research shows that 92% of corporate change initiatives fail and I believe this is where a majority of the failures occur – insufficient skill is developed and people revert to their old habits. Usually, we need help in this area – coaching and mentoring in the repetitive use of our new knowledge and tools to develop skill and ultimately - new and better habits.
When significantly better habits have formed, our performance significantly improves and is sustainable. Effective one-on-one training offers the greatest opportunity to grow our persuasion skills, develop them into habits and heighten our influence and persuasive performance.