Listening & Decision Making
Sellers Ask the Wrong Questions
I recently accepted a cold call from an insurance guy because I was thinking of switching providers.
Sales is an Outdated Model
Can you think of any business paradigms that have stayed the same over the past 100 years?
The Arrogance of Listening
When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people..
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…
What Should Coaches, Managers, and Consultants Be Listening For?
A person who facilitates excellence in others facilitates potential change…
Decision Makers vs. Influencers
I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers.