Training vs. Learning: do you want to train? Or have someone learn?
Did you ever wonder why training fails so often? When important material, meant to improve or educate, is not
Assumptions: Why being right is wrong
While researching my book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question that
We Don’t Know How to Hear Each Other: how natural biases distort our conversations
During the three years I spent researching and writing a book on closing the gap
Where is the real control in the sales process?
Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his
The Fallacy of Making Appointments
Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close
The Discipline of Listening
Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners