Paris. November 13, 2015. Fortunately, I was home after an early dinner out with a friend when the terrorist attacks took place. Along with the entire world, I watched in horror as the events unfolded, finally retiring to bed at 5 a.m. I woke up the next morning to the reality of how Paris (and the world) had changed forever. But this time, different from the Charlie Hebdo attacks, I decided to wander out, both to visit several of the attack sites and pay homage to the victims, but also to demonstrate to myself and to the terrorists that I refused to be a prisoner in my own home. I decided to go about...

(This is the 3rd article in a series that I will be producing about the ins and outs of selling, and how it applies to selling personal training. In the previous article I discussed why the starting point for effective selling is a mission statement: Mission Critical) In my previous article I stated that the first step to effective selling was to create a mission statement which serves as your guideline in the marketplace. You need to know who you are and what you stand for. Once this is established you can take the next step, which is figuring out who your prospective client is. You might...