Sales Momentum 351 – This week: Restraints, Avoidance, Beauty

Sales and marketing Newsletter

Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Thoughts on Momentum
– Being Human
– Random Stuff

Thoughts on Momentum

  • To pick up speed you can release the parking break or rev the engine. Or do both.
  • Saying no is a way to remove restraints. It can give you more time, or it can remind you of priorities. Practice saying it in multiple, nice ways. Have more ways of saying no than they have for getting you to say yes.
  • Lightening the load gets you up to speed faster, but a heavier load builds greater momentum. Obstacles scatter more for a stampeding elephant than a speeding cat.
  • People deal with change better than we give them credit for. After all, it’s not the change they don’t like. It’s the journey to get there they have problems with.

Being Human – Results now

Fear of pain may be worse than pain itself.
to shun to push away

Talking to prospective clients about results is a communication challenge. When we talk about results and take the time to imagine what it feels like to get there, what it sounds like, what it feels like, or even what it smells like, something magic happens.

We want it now.

We’re good at imagining the future. We get excited about the possibilities and imagine the results will be more impactful than they turn out. This is why possible future positive results are so easy to dismiss. We’ve been there and done that.

You know what we’re even better at imagining? Negative results. For instance, when someone gets a bad health diagnosis it’s not unusual to hear a friend refer to them in the past tense, like something has already happened. We can jump right into it.

Next time you’re getting your prospective clients to imagine the sunny future of working with you, take time to ask about the bad things that will happen if they don’t. Imagining a future where the problem still exists or there has been zero progress on a result is sometimes easier than a happy future.

When it comes to avoiding negative results now, taking immediate action is even easier.

Random stuff


“Youth comes but once in a lifetime.” – Henry Wadsworth Longfellow.

Family Weding Photo

We’re done. The middle child is married. He’s now happily honeymooning in Hawaii. In case you are wondering, I did my limited duties well. . .but I did get in trouble a couple of times for ogling the kids. Both the boys and the girls. I was not acting like a sicko or some weird lurker guy, it’s just that I don’t remember ever being that attractive in my 20s. Or being around people that attractive, ever.

The youthful period between 18-30 years of age is a high point for us humans, and it’s not just marketing. It’s when everything is where it’s supposed to be, and it works like God intended. These attractive kids went out late, got up early, and did it again. They danced like there was no tomorrow, went chanting through the streets, and made it to their appointed spots on time. Only the youth can do that and look good while it’s going on.

Thinking about it, the olds looked good too. In their own way. My new daughter-in-law’s grandpa went hard into the night, dominating the dance floor with deep knee bend twists while rocking sunglasses. He’s like 82 or something. It was an impressive showing by all age groups, really.

A great party.

By the time the last guest leaves I’m back in the garden trying to find the caterpillars eating my fall crops. I learned they eat up then travel to a different place in the yard to make a cocoon, turn into a chrysalis, and emerge as a moth. The spiders seem to know this because there are webs everywhere. The youthful period between days 9 and 12 is probably the peak of caterpillar hotness, before they turn into those fluttering white terrors that vex me so. I’m wishing the spiders luck, but I’m reluctantly ready to appreciate the moths too.

Everything has its day, I guess. Enjoy yours.


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