Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it …

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how …

Tomorrow I do a webinar with the Business Management Institute called Executive Decision Making: Influencing with Integrity. How does my focus on a buyer’s decision making parallel with decision making in general? For me, it’s all the …

For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. There seem to be different names for it these days: the heart of business, corporate social responsibility, …

Sitting and listening to NPR Saturday afternoon, I heard someone say, “You need to ask OPEN/FACILITATIVE QUESTIONS.” For the 20,000 people who have studied with me and spent weeks learning how to formulate Facilitative Questions, …

Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or …