Category: Coaching

Regenerate Your Life Force Energy

5/25/2023

By John Allen Mollenhauer, “JAM” Performance Lifestyle® Coach.

Do you often feel low on power, sluggish, or face persistent fatigue due to the relentless demand for your time and energy? Most people and I mean 'most people,' suffer from a trailing "sleep" or "energy debt," the chronic lack of recovery that robs your body of its natural life force energy.

When you spend more energy than you recuperate and don't allow your body to regenerate, you get caught up in a vicious cycle that reduces your performance and increases your risk of physical and mental health issues.

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The Budget Step...and the Monsters Under the Bed

5/25/2023

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By Cal Thomas, Sandler Training
A critical part of the Sandler qualification process is finding out what the available budget is. One of the things we’ve found consistently is that most salespeople are deeply uncomfortable with the idea of coming right out and asking a decision-maker how much money is available to solve a problem. Most of them skip the discussion entirely, then try to sneak in their pricing at the end of their presentation. Does that work? No. The big question is: Why are so many salespeople so resistant to initiating this discussion? And the answer is: there is a monster under their bed.

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Coaching Up and Coaching Out

5/1/2023

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by Laura Osborn Crothers, Crothers Consulting

In a recent study, CEOs only rated 38% of their mid-level leaders as “very good” or “excellent.” Clearly, there’s a disconnect in employees being groomed to possess those leadership qualities and current leadership. To rectify this, creating specific strategies to build strong leaders within the company is the first step. We believe that implementing a culture of coaching is a proven way.

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3 Big Insights You Discover Before Developing a Performance Lifestyle

4/27/2023

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By John Allen Mollenhauer JAM, Performance Lifestyle® Coach.

A Performance Lifestyle is an optimal approach to achieving your goals because you align the way you live with the fundamentals of energy, health, and performance in a lifestyle you can call your own focused on your success.

It's a giant leap in the evolution away from the typical unhealthy lifestyle, as it takes the popular fitness lifestyle and traditional healthy lifestyle paradigms to a whole new level.

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Getting The Most from Your Broker Or Investment Banker When Selling Your Business

4/27/2023

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By Norman D. Kallen, Brown Moskowitz & Kallen, P.C.

Selling a business can be a complex and daunting task, and having a broker or investment banker to guide you through the process can be invaluable.

Here are some tips to help you get the most out of your broker or investment banker.

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A Decision to Not Make a Decision Is Still a Decision

4/27/2023

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By Cal Thomas, Sandler Training

David Sandler emphasized this classic definition so often that it’s fair to say he considered it to be of central importance to the Sandler Selling System. While his idea may sound a bit confusing to you the very first time you encounter it, if you follow it through, you will find that it makes perfect sense. In fact, this simple Sandler guideline often serves as the last word when it comes to deciding whether you have a “live” prospect – or a “dead” lead.

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The 5 Achiever Types. What’s Your Lifestyle like?

3/23/2023

By John Allen Mollenhauer  "JAM", Performance Lifestyle® Coach
What Does Your "Achiever Type" Have to Do With Your Lifestyle—Your Energy, Your Overall Health, and Performance?  Everything!
Over many years, both personally and professionally, I have experienced first-hand how our lack of understanding of human performance has given way to an unhealthy relationship with work and achievement.  And then, often desperate attempts to overcome a poor sense of self, fatigue, weight gain, and mental and physical health complications that result from the excessive stress of a flawed approach.

Sell Like You Don't Need the Business

3/23/2023

By Cal Thomas, Sandler Training

You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say.

But what does putting this principle into practice really mean? What does it look like when it shows up, in a discussion with a prospective buyer, as part of who we really are?

Over-Exertion is the #1 Cause of Poor Performance, Poor Health and Disease

2/23/2023

By John Allen Mollenhauer, Performance Lifestyle® Coach JAM
FOR ME, overexertion STARTED EARLY I began working as an entrepreneur at the age of 9. I grew up in a modest, middle-income family, and my parents were pretty frugal. So, I enjoyed the freedom of having my own money. I never thought I would be anything but an entrepreneur and a business owner. By age 19, while going to college, I had not only been running a small business for a decade while going to school, playing three sports, and “growing up,” I had already bought my first gym (open 19 hours per day) and then, by 21, co-founded what would become a chain of gyms. I was a driven achiever, applauded and rewarded for it, but while my friends were just getting started after college, I was facing what felt like a midlife crisis— tiredness, and fatigue.

Three Big Ideas That Create Prospecting Breakthroughs

2/23/2023

By Cal Thomas, Sandler Training
To sell effectively to the modern buyer, we need to identify and set aside all the head trash that keeps us from engaging effectively, and often, to uncover new opportunities. This means understanding the power of our own behavior. Behavior is basically our muscle memory in action, which we regularly turn to and do as a matter of course, time after time. Behavior is quantifiable, meaning we can count it when it happens. Our prospecting behaviors drive our income. It’s that simple.

The Healthy High Achiever and the HPL: The New Acronym for Excellence

8/18/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Excellence originates from having energy, health, and the capacity to perform well without having to burn out or trade one's health for success, which compromises one's ability to live with Excellence. It is sustained when you have developed a high-performance lifestyle or 'HPL.' Not everybody will live a high-performance lifestyle, but anybody can take an HPL from theory to practice to mastery in their own life.

If you asked 100 people if they would like to live a life of higher personal or professional achievement, 90+% would likely say YES. Whether they do comes down to how they get there. Do you have a results-only mindset or a mindset focused on a high-performance lifestyle plus the goal-specific actions that result in what you want to achieve? The difference could not be more profound.

You Don’t Have to Like Prospecting … You Just Have to Do It

8/18/2022

By Cal Thomas, Sandler Training
The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.” Many salespeople haven’t reached that stage. If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. You’re okay. You just haven’t learned to focus on the end result.

How a Small Business Can Boost Strengths

8/8/2022

By Jennifer Musser, JLM & Associates Consulting, LLC
Small business owners share many strengths. However, when we intentionally prioritize, delegate, and execute we don’t personally have to excel at all facets and details of running a business. Think back to prior jobs or schooling when we weren’t expected to specialize in everything. This concept applies to entrepreneurship.

The Healthy, High-Achiever℠

7/21/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Performance Lifestyles So You and Your Team Can Achieve Ambitious Goals, Full Out, Without Burning 🔥 Out or Trading Your Health and Well Being For Success.
I want to introduce you to an approach to goal achievement and an ever-better quality of life, even as you age. I’m borrowing a page from the world of athletics, but for his article, understand that the term “athlete,” which goes back to Bible (2 Timothy2:5 and Psalms19:5) and beyond, does not need to evoke visions of grueling preparation for a sporting event. Bill Bowerman of Nike said, “if you have a body, you are an athlete.” So how I would like you to interpret my use of the term “athlete” is as someone who has a lifestyle that enables them to manage their energy, stay healthy and both function and perform at higher levels in life—family, career/business, art, sport, ministry etc.
Ok, let’s get into it.

Speak More Languages, Close More Sales

7/21/2022

By Cal Thomas, Sandler Training
Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues? Or that others prioritize making and keeping friends? Or that still others just don’t like change and conflict, and want to avoid making decisions? If you’ve ever noticed people who fit those descriptions, then you’re in a good position to expand your repertoire of selling languages!

It Takes Heart

6/23/2022

By Jennifer Musser, JLM & Associates Consulting

Launching a business is an interesting, challenging growth experience. Thousands of books are available to read. Podcasts are plentiful. The internet holds a sea of information. Folks offer advice and opinions. Some want to see you succeed. Others, not so much. At the end of the day, none of that matters. A founder chooses what they find.

If You Want to Keep Employees, Try This Performance and Productivity Tool

6/23/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Possibly the #1 Way to Attract and Retain Top Talent for Your Company Amid the Great Resignation [Besides a Strong Financial Package, Incentives, and a Healthy Environment]! About one year ago, I penned an article-Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees! I want to highlight one aspect of that article: having a proactive strategy to help employees avoid burning out and improving the quality of their work life. Put simply, tiring out and ultimately burning out is arguably the number one reason employees leave an organization.

No One Gets into Your Head Without Your Permission

6/23/2022

By Cal Thomas, Sandler Training
Have you ever volunteered a price reduction before someone asked for it? Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you?

If you answered “Yes,” you should be aware that you let your buyer into your personal headspace, where the buyer didn’t belong. You chose to become emotionally involved in the sales process. And you know what? That usually doesn’t end well.

Get Free of the SAD - Standard American Dream - Driven Lifestyle and Get Into a Healthy, High-Performance Lifestyle.

5/19/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Not many of us native-born Americans (those of us who are not immigrants) consciously think about the "American Dream" since we were born into a country where creating a version of success that is ours is possible. In many other places in the world, it's not.

Whether we think about it or not, the whole idea is firmly embedded in our DNA, and most of us will do whatever it takes to achieve it and maintain it.

Why Selling Features and Benefits Doesn’t Work

5/19/2022

By Cal Thomas, Sandler Training
Here’s an interesting exercise: On a piece of paper, draw a vertical line down the center of the page. At the top left side, write your company’s name. On the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page. Under your company’s name, list the top three benefits of the product or service that you’re selling. Be sure these benefits explain why people buy from you. Is it because your product or service generates increased profits? Does it maximize efficiency? Is it easy to use? Is the service and support you offer fantastic?

We don't avoid stop signs; then why do we avoid signs of fatigue?

4/25/2022

by John Allen Mollenhauer, Lifestyle Coach JAM
Let's face it, the pace of life and the amount of responsiveness that is required of us in this tech-driven information age is enormous and wearing people down. And the traditional health and wellness approach barely acknowledges this, even though health professionals have also been subjected to it themselves. People who are not immersed in health are often cynical about Self, Body, and Lifestyle change or improvement because they are worn down; they don't have the energy to invest over and beyond their work and the basic routine of their life. They know that there is a big gap between how they could or should ideally be living and how they can and are living for one reason or another. For many, the gap seems too wide to bridge. So, they don’t and just keep on in the way they usually do despite signs of fatigue.

Express Your Feelings Through Third-Party Stories

4/25/2022

By Cal Thomas, Sandler Training
Have you ever sat in front of a prospect and thought you should say something – but didn’t? If you’re like most of us, the answer to that question was “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale. In that instant, your gut was talking to you and telling you about something important that needed to be communicated. A little voice inside you was telling you, “Say it, say it!” The problem was you didn’t know how to communicate what you wanted to say without.

Attitude: A Most Misunderstood Word

3/23/2022

by Tommy Hilcken, Tommy Hilcken Productions

Managers tell salespeople that their attitude controls their sales. Therapists tell couples to change their attitudes towards each other to improve their relationship. Doctors advise patients that when there’s no further treatment option, “now it's up to you. Have a positive attitude.”

But despite how frequently we use it, “attitude” is a most misunderstood word. What does “attitude” mean?

Life Force—The Ultimate "KEY" to Health and a Higher Level of Performance—and Why You Need to Get a Handle on It!

3/17/2022

By John Allen Mollenhauer "Lifestyle Coach JAM" with Inserts by Tony Robbins.
There is a revolution going on; most aware of it call it the Life Force Revolution, and it's all about energy; how to source more, produce more, and harness it intelligently for better results in your life, career, or business. As an entrepreneur and performance lifestyle coach, I realized early on that energy is the crux of all human performance, and performance is ultimately a lifestyle. So, if you want to perform at a higher level, you need a balanced and healthy, high-performance lifestyle, which requires you to manage your energy (life force) like a pro, especially in the fast-paced, constantly changing times we live.

Tony Robbins is a well-known person intimately aware of this revolution. Author of "Money— Master the Game" and now a new book, "Life Force— How New Breakthroughs in Precision Medicine Can Transform the Quality of Your Life & Those You Love; Tony Robbins has been talking about "unlimited power" and "how to unleash the power within" for decades. Now it's time to understand what that power is!

Only Give A Presentation for the Close!

3/17/2022

By Cal Thomas, Sandler Training
Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically? We may be tempted to use the presentation as an opportunity to talk about everything we’ve done in our career. Everything our awesome product or service does, has done, or might do in the future. Everything our happy clients and customers have said about us. Here’s a question: How do you feel when you’re on the receiving end of a presentation like that? Of course, you tune out. We all do. So what we tell our clients is simple: Don’t do it.

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MCCC Blog

Regenerate Your Life Force Energy

The Budget Step...and the Monsters Under the Bed

Coaching Up and Coaching Out

3 Big Insights You Discover Before Developing a Performance Lifestyle

Getting The Most from Your Broker Or Investment Banker When Selling Your Business

A Decision to Not Make a Decision Is Still a Decision

The 5 Achiever Types. What’s Your Lifestyle like?

Sell Like You Don't Need the Business

Over-Exertion is the #1 Cause of Poor Performance, Poor Health and Disease

Three Big Ideas That Create Prospecting Breakthroughs

The Healthy High Achiever and the HPL: The New Acronym for Excellence

You Don’t Have to Like Prospecting … You Just Have to Do It

How a Small Business Can Boost Strengths

The Healthy, High-Achiever℠

Speak More Languages, Close More Sales

It Takes Heart

If You Want to Keep Employees, Try This Performance and Productivity Tool

No One Gets into Your Head Without Your Permission

Get Free of the SAD - Standard American Dream - Driven Lifestyle and Get Into a Healthy, High-Performance Lifestyle.

Why Selling Features and Benefits Doesn’t Work

We don't avoid stop signs; then why do we avoid signs of fatigue?

Express Your Feelings Through Third-Party Stories

Attitude: A Most Misunderstood Word

Life Force—The Ultimate "KEY" to Health and a Higher Level of Performance—and Why You Need to Get a Handle on It!

Only Give A Presentation for the Close!

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