Recently Senator Jim Jeffords switched political parties, resulting in a huge power shift in the U.S. Senate. The thing that struck me most about this abdication was the last-minute scramble by the Republican Party to prevent it. Certainly a move of this magnitude could not have happened overnight, nor could Senator Jeffords have made this decision without discussion. There must have been signs that should have been spotted. It was a dissatisfaction that surely grew over time and either the Republican Party was not looking close enough to see it, or they chose to ignore it, never believing it would actually take place.

Recently Barbara was working to close a deal with a national company to do ACT! training at their eastern locations. She was worried she did not do a very good job during the presentation. She said she became so excited outlining our benefits, she actually became breathless during her presentation! She felt that made her appear rather weak and was commiserating with me.

Barbara and a colleague, Dr. Patricia Bell, held workshops several years back geared to helping adult survivors of abuse come to terms with life after the abuse ends. It was called Beyond Survival into Triumph. One of the techniques they used in the workshop Barbara and I still use today in our business. It is a tool to help determine where you want to go in life and how you plan on getting there. I use it in Sales Trainings and we both use it in our Strategic Planning sessions with clients.

How many of you are actively looking for ways to create value and differentiate yourself from your competitors? When was the last time you faxed an article to a client or prospect that mentioned their name or shed some light on their industry? I recommend you keep your eyes open for this type of material. It helps keep your name in front of your customers and prospects and shows that you care about helping them do a better job.