At a neighborhood picnic recently, I introduced myself to five

Do you enter conversations with a

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place…

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change. Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to help. Negotiators seek the BATNA. But all tools have one thing in common: they assume that the Outsider can…

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey.

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a..