Creative Vulnerability

Womans eyes with fear“There is NO creativity without vulnerability.” – Dr. Brene’ Brown, Researcher, Storyteller, Author of Rising Strong, Daring Greatly and The Gifts of Imperfection.

Motivational Quote: Progress


So remember, even when you make mistakes and think that you may have taken the wrong road, check it out because it may lead to even greater rewards than your first path.

Motivational Quote: Will vs. Imagination

“When the will comes in conflict with the imagination, the imagination invariably carries the day.” – Emile Coue

Changing Perceptions: The Dark Sucker Theory

One of the key things to remember when you are delivering a speech or training session is that often you need to shake your participant’s deeply ingrained perceptions. One of the tools that I use to condition this change is a single sheet that I will put on my participant’s table at either one of the breaks, or when we come back for lunch.

This tool is called The Dark Sucker Theory. (I don’t know who created it, so if you know, I’d love to give them credit) Read it and tell me if you don’t look at things in a different way.

The Dark Sucker Theory

For years, it has been believed that electric light bulbs emit light, but recent information has proven otherwise.

Electric bulbs don’t emit light, they suck dark.

Thus we call these bulbs Dark Suckers. The Dark Sucker thory and the existence of Dark Suckers prove that dark has mass and is heavier than light.

First, the basis of the Dark Sucker theory is that electric bulbs suck dark. For example, take the Dark Sucker in the room that you are in. there is much less dark right next to it than there is elsewhere. The larger the Dark Sucker, the greater its capacity to suck dark than the ones in this room. As with all things, Dark Suckers don’t last forever. Once they are full of dark, they can no longer suck . This is proved by the black spot on a full Dark Sucker.

A candle is a primitive Dark Sucker.

A new candle has a white wick. You can see that after the first use the wick turns black, representing all the dark which has been sucked into it. If you put a pencil next to the wick of an operating candle, it will turn black. This is because it got in the way of the dark flowing into the candle. One of the disadvantages of these primitive Dark Suckers is their limited range. There are also portable Dark Suckers. In these the bulbs can’t handle all of the dark by themselves and must be aided by a Dark Storage Unit. When the Dark Storage unit is full, it must be either emptied or replaced before the portable Dark Sucker can operate again.

To learn the rest of the Dark Sucker Theory, check out my next post.

What are the 3 keys to great sales training?

I had a potential clients ask me today, what are the top 3 features I bring to the table as a trainer.

Here was my response:

The 3 key features of my work as a Sales Trainer include:

Content: The sales concepts that I teach are based on sound research (from extensive study) and personal experience (from my 21 years in business, in many different industries).
“Obviously your students have learned a great deal about selling in your class”  – Frank Mensink, Dean, School of Business, Conestoga College
Creativity: I deliver those sound concepts in creative and ways that aid in retention. We have a lot of fun, because I believe that when people have fun and laugh, they open the door to learning.
“Richard’s passion, creativity & practical, down-to-earth approaches allow him to effectively relate with his audiences.” -Mark Henderson, CEO, Barrie Hydro
Caring: I genuinely care about my audience’s success and whether they grasp and use the concepts that I teach. This is the fuel that drives me.  
“He demonstrated highly developed sales and communication skills and was very adept at transferring the skills to me. Richard makes it easy to work with him and is very approachable.”  -Lisa Ranson, Territory Sales Representative, Maxill Inc.
I believe if you are going to really connect with your audience all three of those components need to be present.
Missing any one of them will lead to less than optimal performance.