Eat Dessert First

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I begin to close the sale within 10 seconds of entering a prospect’s office. I state my objective of the meeting, and I tell him or her what I would like to do. I tell them my three strategies of business:

1. I’m here to help
2. I seek to establish a long-term relationship
3. I’m going to have fun

Stating your objective and philosophy at the outset puts the prospect at ease. It gets the meeting off to a great start. It establishes credibility and respect. And it clears the way for meaningful information exchange and rapport building.

Tell the prospect what you want when you walk in the door. Then, ask for the sale as soon as you hear the first buying signal.

Close Every Customer By Asking This Powerful Question

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Close Every Customer By Asking This Powerful Question.

Steli absolutely nails it in this article. I’ve been using this technique for years and it absolutely works.

Close Every Customer By Asking This Powerful Question

I was out training one of our new people the other day and described it as the “time-travel” close.

When the prospect asks you after a successful meeting to send them some information, I always ask the following two questions:

1) “Absolutely, Sean – what kind of information would you need to help you (and your team, if applicable) come to a decision?”

and most importantly:

2) “Sean – let’s say that I sent you all that, you reviewed it and loved it – what would happen next?”

That second part is critical – and I’ve seen very few salespeople use it effectively. You can literally cut multiple steps out of your follow-up process by using this simple technique.

Click the source link to Steli’s article and see his take on this tactic. What do you think? Can you figure out a way to use this in your business?

13 Inspirational Books of 2014 with Big Implication for World of Business That You Can’t Afford to Miss

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Amber Kapoor has a great article on Plash today. She lists 13 Inspirational Books with big implications for the world of work that you can’t afford to miss:

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1. Leaders Eat Last by Simon Sinek

After taking the world by storm with his captivating message about purpose in Start With Why, Simon Sinek has turned his attention to critical questions about the how. What does it take for leaders to transform paranoia and cynicism into safety and trust? Is a common enemy necessary for cooperation? I can’t wait to read about what he’s learned from military and corporate leaders.

2. Quick and Nimble by Adam Bryant

In an increasingly competitive and dynamic economy, every organization is charged with building a culture that supports innovation. Whereas most books on innovation take a deep dive into one company’s success or failure, New York Times Corner Office columnist Adam Bryant casts a more comprehensive net, interviewing hundreds of executives to identify what’s effective across industries. Bryant offers an expert guided tour through the minds of the world’s most innovative CEOs, sharing insights that are both enlightening and immensely practical.

3. Small Move, Big Change by Caroline Arnold

When I go to bookstores, I usually steer clear of the self-help section. In this case, I would have missed a gem. Small Move, Big Change is a rare self-improvement book that actually works. With the right mix of research evidence and practical examples from her experience as a technology leader on Wall Street, Caroline Arnold provides compelling advice for motivating ourselves to save more, eat less, get organized, boost our willpower, and even keep our New Year’s resolutions. It’s the most useful guide to getting things done since Getting Things Done.

4. Scaling Up Excellence by Robert Sutton and Hayagreeva Rao

When I work with leaders, I often ask them about the biggest challenge that they face. The most common response, by far, focuses on spreading and multiplying success. If you have one team that’s thriving while others are sinking, how do you export their best practices to other teams across your organization? This pair of eminent Stanford professors is the first to shed systematic light on the pervasive problem of scaling with a landmark book full of rich case studies, powerful research evidence, and actionable ideas for anyone who cares about making groups or organizations more effective.

5. Everything Connects by Faisal Hoque and Drake Baer

Philosophy, business, and history come together in this look at leadership, creativity, innovation, and sustainability from a successful serial entrepreneur and a cutting-edge journalist. With takeaways for large global companies and small startups, this book examines what leaders can learn from Eastern wisdom, Da Vinci, and contemporary psychology.

6. Thanks for the Feedback by Douglas Stone and Sheila Heen

This is a potentially life-changing look at one of the toughest but most important parts of life: receiving feedback. Doug Stone and Sheila Heen, coauthors of Difficult Conversations, show how to take an honest look in the mirror, and gain invaluable insights about the person staring back at you. I’ve already taught the principles in the classroom and applied them in my own life, and the payoffs include less defensiveness, more self-awareness, deeper learning, and richer relationships.

7. Thrive by Arianna Huffington

In the quest for success, many people end up taking paths that they come to regret. Climbing up the ladder in pursuit of money and power, leaders and managers sacrifice their health and well-being, and miss out on meaningful opportunities to give back. Building on her celebrated Third Metric conference, Huffington Post cofounder and president Arianna Huffington is on a mission to redefine success beyond money and power to enhance well-being, giving, wisdom, and creativity. This book may be the Lean In of 2014—for women and for men.

8. The Humor Code by Peter McGraw and Joel Warner

Humor is an invaluable resource at work: it helps leaders defuse the tension in moments of crisis, managers temper the sting of tough feedback, and employees generate creative ideas in brainstorming sessions. Thanks to the global adventures of a zany social scientist and a perceptive journalist, we can all figure out how to become funnier, and laugh out loud along the way. This book is so good that I wish I wrote it. In fact, I’ve already started telling people I did. Luckily, Peter McGraw and Joel Warner are givers, so they won’t mind. They’ve given us a remarkable look at what makes us laugh, with the perfect blend of science, stories, satire, and sweater vests.

9. Brilliant by Annie Murphy Paul

You’re either born smart or you’re not. Most people hate this notion, but never question whether it’s true. Science journalist Annie Murphy Paul shows us that it’s false: intelligence is a renewable resource. In Origins, she revealed that the nature-nurture debate has overlooked the formative nine months that we spend in the womb. Now, she marshals two decades of evidence from psychology and neuroscience to explain how we can make ourselves and our kids smarter. This book is poised to shake up our parenting habits, our schools, and our workplaces.

10. Think Like a Freak by Steven Levitt and Stephen Dubner

It’s one thing to admire the genius of the rogue economist and perceptive journalist who brought us Freakonomics and SuperFreakonomics. It’s another thing entirely to understand how they come up with their brilliant ideas. Their latest book takes us behind the curtain with studies, stories, and illustrations that enrich our abilities to solve problems in our personal and professional lives.

11. Invisibles by David Zweig

Why do some of the world’s most talented, accomplished people choose to fly under the radar, hiding in the shadows rather than clamoring for the spotlight? In his nonfiction debut, journalist David Zweig introduces us to some of the most successful people we’ve never heard of, from cinematographers to skyscraper engineers to United Nations interpreters. It’s a clarion call for work as a craft: for carefully honing expertise without hogging attention, for generously contributing knowledge without claiming credit, and for prizing meaningful work above public recognition.

12. Smartcuts by Shane Snow

This book by journalist and tech entrepreneur Shane Snow uncovers unconventional patterns among rapidly successful businesses and people, from innovators and hackers to daredevils and revolutionaries. Snow is one of my favorite writers, a maven of creative productivity who holds the keys to becoming an expert in less than 10,000 hours.

My Favorite

13. Zero to One, Peter Thiel

The great secret of our time is that there are still uncharted frontiers to explore and new inventions to create. In Zero to One , legendary entrepreneur and investor Peter Thiel shows how we can find singular ways to create those new things.

Thiel begins with the contrarian premise that we live in an age of technological stagnation, even if we’re too distracted by shiny mobile devices to notice. Information technology has improved rapidly, but there is no reason why progress should be limited to computers or Silicon Valley. Progress can be achieved in any industry or area of business. It comes from the most important skill that every leader must master: learning to think for yourself.

Doing what someone else already knows how to do takes the world from 1 to n, adding more of something familiar. But when you do something new, you go from 0 to 1. The next Bill Gates will not build an operating system. The next Larry Page or Sergey Brin won’t make a search engine. Tomorrow’s champions will not win by competing ruthlessly in today’s marketplace. They will escape competition altogether, because their businesses will be unique.

Zero to One presents at once an optimistic view of the future of progress in America and a new way of thinking about innovation: it starts by learning to ask the questions that lead you to find value in unexpected places.

Greatest Lines from Literature

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BuzzFeed recently surveyed their readers about their favorite lines from literature. Here are some of their most beautiful replies.

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2. “In our village, folks say God crumbles up the old moon into stars.”
—Alexander Solzhenitsyn, One Day in the Life of Ivan Denisovich

3. “She wasn’t doing a thing that I could see, except standing there leaning on the balcony railing, holding the universe together.”
—J. D. Salinger, “A Girl I Knew”

4. “I took a deep breath and listened to the old brag of my heart; I am, I am, I am.”
—Sylvia Plath, The Bell Jar

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6. “Beauty is an enormous, unmerited gift given randomly, stupidly.”
—Khaled Hosseini, And the Mountains Echoed

7. “Sometimes I can feel my bones straining under the weight of all the lives I’m not living.”
—Jonathan Safran Foer, Extremely Loud and Incredibly Close

8. “What are men to rocks and mountains?”
—Jane Austen, Pride and Prejudice

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10. “‘Dear God,’ she prayed, ‘let me be something every minute of every hour of my life.’”
—Betty Smith, A Tree Grows in Brooklyn

11. “The curves of your lips rewrite history.”
—Oscar Wilde, The Picture of Dorian Gray

12. “A dream, all a dream, that ends in nothing, and leaves the sleeper where he lay down, but I wish you to know that you inspired it.”
—Charles Dickens, A Tale of Two Cities

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14. “As Estha stirred the thick jam he thought Two Thoughts and the Two Thoughts he thought were these: a) Anything can happen to anyone. and b) It is best to be prepared.”
—Arundhati Roy, The God of Small Things

15. “If equal affection cannot be, let the more loving one be me.”
—W. H. Auden, “The More Loving One”

16. “And now that you don’t have to be perfect, you can be good.”
—John Steinbeck, East of Eden

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18. “There are more things in Heaven and Earth, Horatio, than are dreamt of in your philosophy.”
—William Shakespeare, Hamlet

19. “America, I’ve given you all and now I’m nothing.”
—Allen Ginsburg, “America”

20. “It might be that to surrender to happiness was to accept defeat, but it was a defeat better than many victories.”
—W. Somerset Maugham, Of Human Bondage

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22. “At the still point, there the dance is.”
—T. S. Eliot, “Four Quartets”

23. “Once upon a time there was a boy who loved a girl, and her laughter was a question he wanted to spend his whole life answering.”
—Nicole Krauss, The History of Love

24. “In spite of everything, I still believe people are really good at heart.”
—Anne Frank, The Diary of Anne Frank

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26. “The pieces I am, she gather them and gave them back to me in all the right order.”
—Toni Morrison, Beloved

27. “How wild it was, to let it be.”
—Cheryl Strayed, Wild

28. “Do I dare / Disturb the universe?”
—T. S. Eliot, “The Love Song of J. Alfred Prufrock”

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30. “She was lost in her longing to understand.”
—Gabriel Garcia Marquez, Love in the Time of Cholera

31. “She was becoming herself and daily casting aside that fictitious self which we assume like a garment with which to appear before the world.”
—Kate Chopin, “The Awakening”

32. “We cross our bridges as we come to them and burn them behind us, with nothing to show for our progress except a memory of the smell of smoke, and the presumption that once our eyes watered.”
—Tom Stoppard, Rosencratz and Guildenstern Are Dead

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34. “The half life of love is forever.”
—Junot Diaz, This Is How You Lose Her

35. “I sing myself and celebrate myself.”
—Walt Whitman, Leaves of Grass

36. “There are darknesses in life and there are lights, and you are one of the lights, the light of all lights.”
—Bram Stroker, Dracula

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37. “Tomorrow is always fresh, with no mistakes in it yet.”
—L. M. Montgomery, Anne of Green Gables

38. “I could hear the human noise we sat there making, not one of us moving, not even when the room went dark.”
—Raymond Carver, “What We Talk About When We Talk About Love”

39. “I would always rather be happy than dignified.”
—Charlotte Brontë , Jane Eyre

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41. “I have spread my dreams under your feet; / Tread softly because you tread on my dreams”
—W. B. Yeats, “Aedh Wishes for the Cloths of Heaven”

42. “It frightened him to think what must have gone to the making of her eyes.”
—Edith Wharton, The Age of Innocence

43. “For poems are like rainbows; they escape you quickly.”
—Langston Hughes, The Big Sea

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45. “I wondered if that was how forgiveness budded; not with the fanfare of epiphany, but with pain gathering its things, packing up, and slipping away unannounced in the middle of the night.”
—Khaled Hosseini, The Kite Runner

46. “So we beat on, boats against the current, borne back ceaselessly into the past.”
–F. Scott Fitzgerald, The Great Gatsby

47. “Journeys end in lovers meeting.”
—William Shakespeare, Twelfth Night

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49. “It does not do well to dwell on dreams and forget to live, remember that.”
—J.K. Rowling, Harry Potter and the Sorcerer’s Stone

50. “Everything was beautiful and nothing hurt.”
—Kurt Vonnegut, Slaughterhouse Five

51. “One must be careful of books, and what is inside them, for words have the power to change us.”
—Cassandra Clare, The Infernal Devices

Did your favorite line from literature make the list?
If not, suggest it in the comments below – I’ll augment as suggestions accumulate.

25 Life Lessons from Albert Einstein

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1. Intellectual growth should commence at birth and cease only at death.

2. Everyone should be respected as an individual, but no one idolized.

3. Never do anything against conscience even if the state demands it.

4. If people are good only because they fear punishment, and hope for reward, then we are a sorry lot indeed.

5. A perfection of means, and confusion of aims, seems to be our main problem.

6. Love is a better teacher than duty.

7. If you can’t explain it simply, you don’t understand it well enough.

8. No problem can be solved from the same level of consciousness that created it.

9. Insanity: doing the same thing over and over again and expecting different results.

10. Learn from yesterday, live for today, hope for tomorrow.

11. It has become appallingly obvious that our technology has exceeded our humanity.

12. Everything that can be counted does not necessarily count; everything that counts cannot necessarily be counted.

13. Force always attracts men of low morality.

14. Everything should be as simple as it is, but not simpler.

15. A man should look for what is, and not for what he thinks should be.

16. Any man who reads too much and uses his own brain too little falls into lazy habits of thinking.

17. A person who never made a mistake never tried anything new.

18. It is the supreme art of the teacher to awaken joy in creative expression and knowledge.

19. Anyone who doesn’t take truth seriously in small matters cannot be trusted in large ones either.

20. Great spirits have always encountered violent opposition from mediocre minds.

21. Education is what remains after one has forgotten what one has learned in school.

22. Logic will get you from A to B. Imagination will take you everywhere.

23. Anger dwells only in the bosom of fools.

24. Information is not knowledge.

25. Never lose a holy curiosity.