Here’s the latest video of Tom expounding on The Little BIG Things before starting work on the book. All the seeds of the 163 Ways to Pursue Excellence are in this video series, though the text of the book is different from what you’ll find here, because Tom edited about 5 (or 10) times. In this video, Tom explains that taking control of your own career is not an option, but a must.

Get a PDF transcript of the video’s content: More on Brand You.

Sasha Strauss talks about personal branding seminar in front of a sold out audience at USC’s Alumni House organized by the USC Alumni Club of West Los Angeles.

No matter what business you were in now is the time to develop a new mindset and dare to dream.

It is not because things are difficult that we do not dare; it is because we do not dare that they are difficult. ~ Seneca

When you finally let your dreams bubble up, your spirits soar and everyone around you is uplifted!

Dreaming fuels your passion and passion is a very potent fuel!

Did you know passion is a renewable resource? Its energy will overfill your cup and the cups of those around you.

All serious daring starts from within. ~ Eudora Welty

Are you waiting for inspiration to strike – STOP! Schedule dream dates with yourself and use that time to explore and exercise your dreams.

Ask yourself: What have been my rewarding moments in your life?

Ask yourself: if money were no object, what would you be doing?

Ask yourself: What path did you take because it was unfamiliar or not “real” job.

Ask yourself: what childhood hobbies would you like to revisit?

Ask yourself: List the wo/men you most admire? Why?

“I rarely regret things I’ve done, but often regret things I haven’t” ~ Unknown

‘To really live, it is important to say, “yes” more often than “no”. ~ Diane Carter

Picture yourself living your dream! Make it real.

The more clearly you “see” your dream, the more you talk about your dream, the more real it becomes.

Surround yourself with people who dream and pursue their dreams not “naysayers”.

Live and let your dreams take shape.

The future belongs to those who believe in the BEAUTY of their dreams. ~ Eleanor Roosevelt

What motivates you? Take a moment and complete this: “I see myself…”

If you always do what interests you, at least one person is pleased. ~ Katherine Hepburn

What type of a thinker are you?

Strategic thinkers tend to plan a course of action.

Strategic thinking includes clear vision, resources and measurable terms. It also includes making assumptions.

Power thinkers focus on the positive and overcome the negative. You can practice power thinking by being positive about yourself.

Creative thinkers look at things from a new perspective. Postpone judgment. Generate as many ideas as possible.

Analytical thinkers stay focused while searching for answers.

Sales reps don’t like to rehearse their presentation; they want it to sound spontaneous. Have you ever watched a comedian at work…they sound spontaneous after hours of rehearsal.

Practice everything from the intro to the Q&A and you’ll be amazed at how spontaneous things sound when it really counts.
It is important you make a presentation your own by adding interesting stories, anecdotes, data and examples to drive home your message.

Discover what you know, what you don’t know, and what you need to find out before you meet customers.

Know your material, and then own it by adding personal stories and examples.

Selling without internal passion and enthusiasm is a waste of your time, effort, money, and career.  Either you believe, or you don’t.

By believing it will show in everything you say and do, how often you ask for the sell and your attitude during the day.

The power of questions can make the sale! Never ask a question unless you’re sure of the answer.

The ability to develop the right questions to elicit the answers you will want is very important.

What questions will you need to ask to elicit interest?

What problems do this client want/need to solve?

What questions are they likely to ask you about your products, services, value, benefits, features etc?

What will they find most or least attractive about you product? Company? Delivery? Service?

aBi secret. Never call on a prospect until you are confident of the Qs they are likely to ask you and the Qs you need to ask them.

Ask Qs that get the client to reflect and discuss the issues, problems, challenges, opportunities, time frames, goals, desires, etc.

Ask Qs that contain the classic “who, what, when, where and how.

Ask Qs related to the needs your product or service can meet for your client.

Ask Qs related to the benefits they are seeking from your product.

Ask Qs related to buying cycles, current suppliers, time frames, delivery expectations, and budget ranges.

Ask Qs that reflect your understanding of what your client has said. “What I heard..,” “My understanding of your problem..,” “As I heard you say..”

You can never ask enough Qs. The secret is to ask the right Qs of the right people at the right time.

Qs put you in control of the interaction. “What is it that you’d like someone like me to help you solve or achieve?”

Qs indicate you’re interested in learning more about the client and their business. “What is it in your current situation you do not want to see change?”

Qs allow you to learn more.

Qs serve as a means to allow clients to do most of the talking. This is good! Make notes they could reveal other opportunities.

Qs prove you are interested in learning more about the client than in talking about yourself.

Qs give you time to think. “What have you seen in the marketplace that has particularly appealed to you?”

Qs display an image of professionalism and depth of interest.

Questions position you as a problem solver.

Questions prepare you to present your product or service in the precise way your prospect wants to see it.

Asking the right Qs and being in a position to suggest exactly the right set of solutions is what selling is all about!

A great way to learn how to ask the right questions in the right ways – watch AC360, CNN, Jay Leno, watch a mix to find your model.

Study how expert interviewers ask questions. Their phrasing, sentence structure, ability to ask follow-up Qs and ask the tough Qs.

Notice they don’t interrupt and they ask for clarification and clearer explanations of key points.

Focus on your questions and the client’s answers and you become more effective.

Listen: Listen to the entire answer given by the client.  Do not start your response until the client has completely finished.

Replay: Once the client has finished, replay the answer in so you make certain you understand the answer to the question.

Decide: Think about your response. This will only take a second or two and will help you formulate an effective response/question.

Respond: Once you have decided on your response, vocalize your response clearly.

Recently, we discussed open-ended questions. I wanted to give you examples that you can use or spring board off of…let’s get started…

Open-ended questions are one of the salesperson’s most vital tools.

They gather information, qualify sales opportunities and establish rapport, trust and credibility.

Information gathering: What prompted you/your company to look into “this”? What are your expectations/requirements for this product/service?

Information gathering: How did you determine your needs? How do you see this happening? What is it that you’d like to see accomplished?

Information gathering: What does that mean? How does that process work now? What challenges does that process create?

Information gathering: What challenges has “that” created? What are the best things about that process? What other items should we discuss?

Establishing rapport, trust & credibility: How did you get involved in… ? What kind of challenges are you facing?

Establishing rapport, trust & credibility: What’s the most important priority to you with this? Why? What other issues are important to you?

Establishing rapport, trust & credibility: What would you like to see improved? How do you measure that?

We’ve talked a lot about Qs that are all part of mastering excellent communication skills. Let’s get started…

The common factor in any occupation is that you need strong communication skills.

Whether you work in an office, a factory, or in retail, the ability to communicate effectively is a definite career advantage.

The way we communicate can make all the difference in the world.

Poor communication skills can condemn you to a life of mediocrity and unhappiness.

Good communication skills can lead you to success beyond your wildest dreams.

Good communicators have certain things in common, a positive attitude and great people skills.
Communication can become a challenge when we deal with people who think and react differently.

Businesses place a high value on strong communication skills and no one can afford to overlook their significance.

Listening skills are also a major player in communication.

Did you know the more information you have the better chance you have of finding a solution that is right on target for helping your client?

Don’t be in a hurry to tell and sell remember to stop and listen and to ask Qs.

Let your client do at least 50 to 60% of the talking in all sales interaction – it can be as much as 80%.

Invest time in planning to better understand the needs of the client. Use this information to ask the right Qs. Learn to ask Qs.

Listen more than you talk. When your client is talking they will tell you the things you need to know.

Observe yourself. Be your own worst criteria. Analyze the quality of your Qs. Monitor the amount of time you’re talking and listening to your client.