Sales
When you’re conversing with a prospect, a teenager, or a team member, how do you choose
In 1993, when my first book cam out and before he died, David Sandler called to buy out my…
Part 1 of a 2 part series on understanding a buyer’s needs.
Every year, with the best will in the world, we make New Year’s resolutions to make some sort of change, like exercising more or eating healthier. We start off with great gusto and determination, yet by February we begin making excuses to avoid the gym, or convince ourselves pizza would be great for dinner. What happens? We’re approaching change in the wrong way. But we can easily make it right.
BELIEFS DEFINE BEHAVIORS
Here’s the problem. Within each of us, within each person, family, team, or group, are long-held rules and experiences, values and history,
In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book…