The Fallacy of Making Appointments
Monday, 29 Oct, 2018
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?

Assessment: How much do you suck at listening?
Monday, 29 Oct, 2018
Assessment: How much do you suck at listening?

Answer these questions to see how accurately you hear what your communication partner intends you to hear.

Miscommunication: the reasons, the cure, the prevention
Monday, 29 Oct, 2018
Miscommunication: the reasons, the cure, the prevention

Have you ever been absolutely certain you heard…

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change
Monday, 22 Oct, 2018
The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change

How many times have you tried to sell an idea to a colleague, only

How, Why, and When Buyers Buy
Monday, 15 Oct, 2018
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer

Resolving Unconscious Bias
Monday, 8 Oct, 2018
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very