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Listening

Why We Get Objections
Monday, 15 Jan, 2018
Why We Get Objections

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

Our Listening Restricts Our Lives: understanding our listening filters
Monday, 25 Sep, 2017
Our Listening Restricts Our Lives: understanding our listening filters

At a neighborhood picnic recently, I introduced myself to five

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 7 Aug, 2017
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a

The Discipline of Listening
Monday, 30 Jan, 2017
The Discipline of Listening

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

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

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

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 18 Jul, 2016
We Don’t Know How to Hear Each Other: how biases distort our conversations

As a Buddhist, I don’t understand why anyone would want to take another’s…