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Articles by Doug Grady

Browse published articles attributed to Doug Grady, with full-archive search.

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By Doug GradyRecently published1 topic

How to get out of a Sales Slump- the 4 "R"s

“You’re ridin’ high in April, shot down in May.” –Frank Sinatra If you are reading this you are likely in one now currently or are remembering a time when you were. The dreaded sales slump. It happens- even to the best of us. Sales can be a hero to zero business. The highs can be heavenly while the lows are at best bearable. When you find yourself in one, consider the 4 “R”s.

Primary topic: Communication Skills and Training

Communication Skills and Training

5,802 views5/5 (1)

By Doug GradyRecently published1 topic

Unseen Forces: How to Quit Smoking and Run a Marathon

"Whatever you can do, or dream you can do, begin it. Boldness has genius, power, and magic in it." –Goethe

Primary topic: Communication Skills and Training

Communication Skills and Training

4,329 views5/5 (1)

By Doug GradyRecently published1 topic

How to READ People: Evaluation

E- Evaluation. Once your prospect is within realization (see part 1), evaluation begins. Human beings are evaluation machines. Evaluations are simply questions your prospects are asking which much be answered to their satisfaction before they buy. Your prospect consciously or unconsciously asks questions in four general areas: ?Why you? • Why your company? • Why your product/service? • Why now? Failure to satisfactorily answer just one of these areas can kill your sale.

Primary topic: Communication Skills and Training

Communication Skills and Training

3,251 views5/5 (1)

By Doug GradyRecently published1 topic

How to READ People: Assurance

A- Assurance. Has this ever happened to you: you deliver a planned, powerful, positioned presentation, and your prospect says something like, “Sounds great! I like it, I want, I need it. I’m going to do it! (wait for it…) Call me Tuesday!” You call Tuesday, Wednesday, Thursday, Friday, Monday… no sale. Sound familiar? What happened?

Primary topic: Communication Skills and Training

Communication Skills and Training

2,814 views5/5 (1)

By Doug GradyRecently published1 topic

Wrestling with Self-esteem

I was a shy, introverted, insecure kid. My parents pushed academics and music. This included "gifted" classes, choir, band, and piano lessons- all worthwhile pursuits, but they did not do much for my geek status. I wanted to be popular, confident, and comfortable in social settings. In eighth grade I joined the wrestling team. One of the most popular kids in school, Keith Hamrick, was a wrestler and a friend. I did my best to learn from his confidence. I excelled in wrestling and this helped tremendously.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,742 views4.7/5 (3)

By Doug GradyRecently published1 topic

How to READ People: The 4 steps all prospects go through before they say “Yes”

Have you ever wondered why some people buy and some don’t? Why you can ‘nail’ a presentation and still lose the sale? Why some prospect with obvious needs won’t even talk to you? Why some people give a fast “yes” but you end up with a slow “no”? It’s not about you.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,122 views5/5 (1)

By Doug GradyRecently published1 topic

Level Two Integrity: GIT-R-DUN, by Doug Grady

One of the most valuable aspects of taking on and completing the 30-day challenge is becoming aware of your tendencies- realizing where and how you tend to get stopped. Let me share with you one of mine. I tend to have an “all or nothing” mentality. If I can’t do something full on, why bother? In March of 2010 I experienced a hip injury while training for a half marathon. I allowed this to become an excuse for not exercising altogether. Not to mentio I did nothing to get my injury treated. This led to 4 months of a sedentary lifestyle and a downward spiral in other areas of my life.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,291 views3.3/5 (4)

By Doug GradyRecently published1 topic

The Ripple Effect

“You may find yourself living in a shotgun shackr You may find yourself in another part of the worldr You may find yourself behind the wheel of a large automobiler You may find yourself in a beautiful house with a beautiful wifer You may ask yourself, well how did I get here?”rn-The Talking Heads, Once in a Lifetime The Ripple Effectr By Doug Grady

Primary topic: Communication Skills and Training

Communication Skills and Training

1,992 views5/5 (1)

By Doug GradyRecently published1 topic

Less is More, by Doug Grady

Less is More Fill in the blank: I wish I had more _________________. What comes to mind: money? time? energy? stuff? As I write these words I am on Day 18 of a 21 day cleanse. Nine of those days were limited to fruit smoothies, vegetable juice, and an occasional herbal tea (or less). One of the fundamental concepts of this cleanse is by giving your body less to digest, it gives more energy for healing. Personally, I have found a sense of freedom in this self-imposed limitation. There can be tremendous power in less. Less is more.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,024 views4/5 (2)

By Doug GradyRecently published1 topic

The Zone: How to Get in IT and Stay in IT More Often, by Doug Grady

In my second year in the insurance business I set a couple of records while going for the coveted President's ring. At one point my closing ratio was over 90%. It seemed almost effortless at times. I felt at one with my work, my prospects, and my clients. I was extremely focused and energized, but felt at the same time a sense of calm and control. I was on a roll, on fire, unstoppable, kicking butt and taking names, I was... IN THE ZONE

Primary topic: Communication Skills and Training

Communication Skills and Training

1,960 views4/5 (2)

By Doug GradyRecently published1 topic

The Cost Of Persistence, by Doug Grady

The Cost Of Persistence, by Doug Grady per·sist·ence (noun): firm or obstinate continuance in a course of action in spite of difficulty or opposition. “I will persist until I succeed.” -Og Mandino “Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” -Calvin Coolidge "Energy and persistence conquer all things." -Ben Franklin

Primary topic: Communication Skills and Training

Communication Skills and Training

1,539 views4.5/5 (2)

By Doug GradyRecently published1 topic

The Tough Mudder Goal Setting Formula

Recently I registered for a run called the Tough Mudder, billed as the “Toughest One Day Run on the Planet.” It is 10 miles, includes 18 obstacles and is modeled after British Special Forces training. The average completion time is reportedly 2 ½ hours. In sharing this with a friend he said “I’m not ready for that!” Hey- I’m not ready for it either- that’s why we train! What’s the hardest aspect of completing a marathon, a triathlon, or a Tough Mudder Run? If you have ever completed one, you already know.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,575 views5/5 (1)

By Doug GradyRecently published1 topic

Sales Instinct

From time to time I have found myself watching ESPN’s coverage of the World Series of Poker. It provides an interesting look into human nature. Statistically, roughly 12 millio Americans play poker, but only 5% are consistently profitable. Some of these 5% make hundreds of thousands of dollars every year and all they do is play poker. The winner of the 2006 World Series of Poker Main Event… $12 million dollars in approximately six and a half days. Now, those of you who understand the game of poker, you know where that money comes from. That’s right, it comes from the losers!

Primary topic: Communication Skills and Training

Communication Skills and Training

1,783 views4/5 (2)

By Doug GradyRecently published1 topic

All the Green Lghts and a Couple of Blue Ones (Slowing Down on Your Way to Success)

Have you ever had one of those days when you hit all the green lights? When progress seemed effortless? When you were simply unstoppable? Sometimes it helps to slow down.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,489 views5/5 (1)

By Doug GradyRecently published1 topic

Fail Your Way to Success

I learned more from failure tha I learned from successr I learned more no thank you, so much more than yesr I learned to be willing to lead with my chin, And if I were willing to lose I could win -Barry Manilow It is hard for me to believe I am citing Barry Manilow for my blog, but I absolutely love this quote. It reminds me of one of my greatest failures.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,469 views5/5 (1)

By Doug GradyRecently published1 topic

One Tough Mudder, by Doug Grady

One Tough Mudder, by Doug Grady

Primary topic: Communication Skills and Training

Communication Skills and Training

1,463 views5/5 (1)

By Doug GradyRecently published1 topic

Vision Repaired, by Doug Grady

I thought I was just tired. I was reading a book with fine print and found myself pulling it further away to make out the words. My vision was better than 20/20- this must be a mistake. I delayed the inevitable for over 2 1/2 years. Last weekend I faced the facts and bought my first pair of reading glasses. "It is a terrible thing to see and have no vision." -Helen Keller What are the factors causing us to resist simple shifts that can significantly improve the quality of our lives? Here are some that have popped up for me:

Primary topic: Communication Skills and Training

Communication Skills and Training

1,301 views5/5 (1)

By Doug GradyRecently published1 topic

Do it Anyway- How to Keep Your New Year's Resolutions

“Character is the ability to carry out a good resolution long after the excitement of the moment has passed.” –Cavett Robert Emotions are powerful. They can infuse passion, purpose, and power into our daily activities or they can be the precursor to a sense of futility and failure, causing us to give up. As you strive to keep your New Year’s resolutions, you may experience an emotional roller coaster. The ride may not always be pleasant- here are some thoughts on staying on track whether you feel like it or not. “Do it anyway” –My Dad

Primary topic: Communication Skills and Training

Communication Skills and Training

1,287 views5/5 (1)

By Doug GradyRecently published1 topic

EAT MORA DAT: How to Get More of What You Want

A few years back I had a personal trainer and friend named Michael “Choppa” Willis (don’t call him Chopper). He had a unique and colorful way of communicating. At the time I was struggling with severe arthritis in both of my hips. It was a challenge but we worked around it in the workouts. One day when I was particularly gimpy Choppa asked me what the problem was. I reminded him I had very little cartilage in my hips. He response was simple, “You need more cartilage? EAT MORA DAT!”

Primary topic: Communication Skills and Training

Communication Skills and Training

750 views4/5 (2)

By Doug GradyRecently published1 topic

Level Three Integrity: I like Green Eggs, by Doug Grady

Take a moment right now to think of a few foods you particularly disliked when you were younger but now enjoy as an adult. For me there was brussel sprouts, broccoli, spinach and eggplant. As a child I was required to eat these foods because they were “good for me.” I certainly would not have eaten them if I did not have to. I now choose to eat them and I enjoy them (except for eggplant- I still dislike eggplant). As far as I know brussel sprouts have not changed much in the last 30 years; what changed was my perspective.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,021 views2/5 (1)

By Doug GradyRecently published1 topic

Personal Marketing: Lone Ranger Leave Behinds, by Doug Grady

Do you remember the Lone Ranger? Everywhere he went he would leave something behind. No, it wasn't Tonto. It was a silver bullet. He would be riding off into the sunset and invariably someone would ask, "Who was that masked man?" The response always went something like, "I don't know, but he left this silver bullet. He must be a good guy!" The Lone Ranger was a master marketer. Everywhere he went he had people talking about him in a positive way when he wasn't around. This is one of your objectives in personal marketing.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,619 views

By Doug GradyRecently published1 topic

Fake Profiling: Not An Acceptable Networking Strategy, by Doug Grady

I was in a seminar today on networking strategies. It was produced by a very reputable organization. The invited speaker, an author and self-proclaimed expert in the area of networking, was sharing his strategies. He was funny and witty and quick on his feet. He used the word "stalking" as a strategy a few too many times for my comfort zone and proclaimed the value of picking where you go to church specifically to "stalk" your potential clients.

Primary topic: Communication Skills and Training

Communication Skills and Training

2,468 views

By Doug GradyRecently published1 topic

Level Four Integrity: Throw Your Hat in the Ring, by Doug Grady

In the early 19th century, when boxing was quite popular, one who wished to challenge a boxer would throw his hat into the ring. This was probably necessitated by the crowds and noise at such events; you'd be missed if you simply tried to shout out a challenge or push your way through the crowd and into the ring. Theodore "Teddy" Roosevelt used it in 1912: "My hat's in the ring", he said, meaning that he had entered the presidential race. www.phrases.org.ukrnr

Primary topic: Communication Skills and Training

Communication Skills and Training

1,853 views

By Doug GradyRecently published1 topic

The Naysayer, by Doug Grady

I remember several years ago calling on a prospect in Califo ia. When I introduced myself over the phone, he asked, “Are you the guy who sings and plays the banjo?” My reputation preceded me, how cool is that? I smiled and said, “Yes, that’s me!” He said, “Uh, yeah, I saw you last year, I don’t think so.” and hung up. It felt like I got punched in the stomach. The Naysayer is everywhere, just waiting to say “NAY!” to your hopes, your dreams and your future. When other people disapprove of our best efforts we may feel deflated at best and at times downright debilitated.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,776 views

By Doug GradyRecently published1 topic

The Turnaround, by Doug Grady

The Turnaround, by Doug Grady If you would have told me 19 months ago that by now I would be an author, have a youtube hit and be in the best shape of my life I don't know that I would have believed you. Less than two years ago I was heavily in debt, full of self-doubt, and struggling through a mid-life crisis on several levels. Today my first book, The Ripple Effect is complete, High Achievers 3.0 has been launched, and I am preparing for the most exciting performance of my life. "Live with passion!" -Tony Robbins

Primary topic: Communication Skills and Training

Communication Skills and Training

1,612 views

By Doug GradyRecently published1 topic

Writer's Unblock, by Doug Grady

A couple of days ago I jokingly posted on my facebook status, "I was going to blog today about writer's block but I couldn't come up with anything." And then I started writing this. It took forever.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,355 views

By Doug GradyRecently published1 topic

Gratitude, by Doug Grady

Gratitude, by Doug Grady Recently I went on my second trip to Wellington, AL. My church organized the trip to help out those whose lives were devastated by the storms that ravaged the southeast earlier this year. It is unlikely it would have been on my radar without my first ever mission trip. Today I reflected on the ripple effect from Ironmen in Ecuador. “Gratitude can turn a meal into a feast.” -Melody Beattie

Primary topic: Communication Skills and Training

Communication Skills and Training

1,338 views

By Doug GradyRecently published1 topic

Personal Marketing: Own The Mountain, by Doug Grady

Personal Marketing: Own The Mountain, by Doug Grady Do you remember the movie Gorillas in the Mist? It's the story of Dian Fossey, a Kentucky woman who dedicates herself to saving the African Mountain gorilla from illegal poaching and likely extinction. But this is not about her. This is about you. And two men behind the movie. And owning your own mountain.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,315 views

By Doug GradyRecently published1 topic

The Storm, by Doug Grady

The Storm, by Doug Grady So often we want to be rescued from the storm. We don’t realize it is the storm that rescues us. -Unknown* These words hit me like a thunder bolt when I heard them. I was in the midst of my own personal storm. It included, among other elements, intense financial pressures, overwhelming feelings of failure, and habits and tendencies which were making things much worse. I felt defeated and completely out of control. I wanted to be rescued.

Primary topic: Communication Skills and Training

Communication Skills and Training

1,282 views

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