The Problem With Information
Monday, 9 May, 2016
The Problem With Information

Information, when used to influence or sell, advise or share, has cost us untold loss in business and relationships. It actually causes resistance.
INFORMATION CAUSES RESISTANCE…

Anatomy of a Lost Sale: Case Study
Monday, 2 May, 2016
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.

The What of How: ‘Why’ and ‘What’ are inadequate to enable action
Monday, 25 Apr, 2016
The What of How: ‘Why’ and ‘What’ are inadequate to enable action

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose…

The Skills of Kindness: a guide for sellers, coaches, leaders and facilitators
Thursday, 7 Apr, 2016
The Skills of Kindness: a guide for sellers, coaches, leaders and facilitators

I believe our ultimate kindness is in helping Others be all they can be

The Business of Kindness
Wednesday, 23 Mar, 2016
The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks.
Kindness – not a word historically …

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales
Monday, 14 Mar, 2016
Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

I’d like to set the record straight. In 1985 I coined terms that I’ve written extensively about in best selling…