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Hamish Knox

Why your Self-Concept Determines your Success in Business

Hamish Knox, Sandler Training, Calgary, AB, hamish.sandler.com @sandlerhamish Every entrepreneur struggles with fear of failure, and some struggle with the fear of success. In both cases, that entrepreneur’s self-concept will determine their success in business. My clients at Sandler Training know this as the “Identity/Role” or “I/R” Theory. Your role side is all of the labels […]

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How to Talk About Your Business Without Talking About Your Business

Hamish Knox, Sandler Training, Calgary, AB, hamish.sandler.com @sandlerhamish  Most entrepreneurs make two mistakes when pitching their business. They focus the pitch on their business They attempt to close a sale in the pitch To paraphrase one of David Sandler’s rules, “if you want to be treated different by your prospect you must act and sound different […]

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Three steps to avoid procrastination

Procrastination kills entrepreneurs. The reasons why can be summed up in the procrastination triangle. Draw an equal sided triangle. Label the top “no goals,” the bottom left “no plan,” and the bottom right “no discipline.” Score yourself 1-10 on each; in this case a lower score is better. For example, a 1 for “no goals” […]

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