Home » Archive by Category

Sales

Recognize Buyers on the First Call
Monday, 13 May, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he

Inside Curiosity
Monday, 6 May, 2019
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as

What is Buying Facilitation®? What sales problem does it solve?
Monday, 22 Apr, 2019
What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal

Do We Forget Our Values With ‘Different’ People?
Monday, 15 Apr, 2019
Do We Forget Our Values With ‘Different’ People?

By any standards, I’m considered successful. A NYTimes bestselling author of 9 books, an inventor and

How Listening Filters Cause Misunderstanding
Monday, 1 Apr, 2019
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said

Addressing Diversity Through Listening
Monday, 11 Mar, 2019
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated. We know that by diversifying our companies, our schools, our neighborhoods we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, what we teach our children, what creativity looks like. Indeed, misrepresenting and under representing categories of people cost an unimaginable price in money, possibilities, and life. And yet our unconscious