Sometimes, you gotta win ugly

Ideally you want to win by doing things perfectly. But sometimes, you’re not on form. Your pitches aren’t going well. You can’t afford slick presentations and suits and marketing. You’re not 10 out of 10 in form. That’s when you have to park your ego, and get the job done not matter how it looks….

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Don’t lose your temper

If you’re going to succeed in business, you need to have the mindset of a winner. Winners don’t like losing. That’s why losing can be make you lose your temper. Don’d do it. It’s not just that it achieves nothing. It’s that people are watching. There are lots of folks looking to see how you…

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Keep going for the win

You will have some setbacks. Some client rejections. Some failed deals. You’ll lose money. You’ll be tempted to start playing defensively. Instead of risking loss, you’ll take the tentative position. Rather don’t lose. Ultimately, that way lies failure. If you don’t go for the win, you can never win. Ignore the losses. Keep going for…

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The other guy might make a mistake

Ok, so you’re not doing well. You’re behind. You’re losing. You know you can’t do better. It’s tempting to throw in the towel. Don’t do it. It’s not just about you. Your competition is also in the game, and he just may make a mistake. If you’re not still in the game, you can’t benefit…

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Marketing is not a battle of products. It’s a battle of perceptions.

When you’re creating an advertisement, or promoting your product, remember this: You’re creating perceptions. Whoever creates the greatest perception wins, unless your product has no competition. In the long run, almost all products have competition. That’s why, in the long run, business is about perception. When marketing, don’t think about pushing your product. Think about…

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Building a business is like building a puzzle

When building a puzzle, you don’t start in one corner and work steadily in one direction. Rather, you start with the easy parts, all over the puzzle. You build small “islands” of completed puzzle. Then you start filling in the gaps. If you think too much about how seemingly impossible the puzzle is, you give…

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Fool me once, shame on you

You will be conned along the way. Everyone eventually encounters a salesman that gets through their defenses and breaks their trust. Fair enough. You have nothing to be ashamed of. It happens. People get conned. The problem is only if you let the same person con you again. Then it’s on your head. Fool me…

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Pitch to the problem

No one is going to say to you, “My life is perfect, I’m going to pay you to change it.” People only pay to make pain go away. You need to be solving a problem. Listen to the client , find out the pain. Pitch to the problem.

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Feedback is the breakfast of champions

Ask for it. Listen to it. Adjust for it. Feedback from customers, investors, staff, everyone, it’s all useful. It makes you better, makes you stronger, increases your chances of success. Don’t run away, don’t avoid, don’t shun. Feedback is the breakfast of champions.

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You can win a pitch with a lie, once

Remember, no matter who you’re pitching, you’re not trying to win a deal. You’re trying to win a long term relationship. You can’t build long term relationships without trust. That’s why lying doesn’t work. Short term, sure. You can win a pitch with a lie, once. But then that relationship is burnt, no going back….

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If he’s selling, don’t buy

Beware sales pitches. If someone is getting a commission to sell you something, chances are they’re not thinking of you. They’re thinking of themselves. The safest rule is to not buy anything that is pitched to you. When you buy something, it should be because you’ve decided for yourself that you need it. Any other…

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Keep paddling

When you’re in a sea kayak, the golden rule is KEEP PADDLING. Whether you’re going out through waves, struggling into the wind, or catching a wave back to the beach. Keep paddling. Don’t stop paddling. It’s the only way to keep balance, and momentum. Same goes for business. Whether it’s tough times or good times,…

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