Setting the Stage for the Up Front Close
If you’re in sales, you can probably relate to the following scenario. You met with a prospective client and immediately had great rapport, which opened the door for you to compete for their business. You gathered the necessary information and provided them a better deal than they currently had. They asked for time to think […]
A Question is Like a Flashlight
A former coworker and good friend Nancy Edwards shared an article from Southwest’s Spirit Magazine titled “Chasing Beautiful Questions.” In the article I came across a quote from Steve Quatrano of the Right Question Institute: “A question is like a flashlight that we shine into the darkness, allowing us to move forward into the unknown […]
Influencers from Around the World – You Think You Don’t Have Authority? You’re Wrong!
Our “Influencers from Around the World” post this month is courtesy of Hoh Kim. Hoh has been guest writing for so long I’m hard pressed to tell you something that hasn’t been said before so I’ll tell you this – I am very thankful I met him in January 2008 when we trained together under […]
Thinking Is Some Of The Hardest Work There Is
Henry Ford, founder of the Ford Motor Company, once said, “Thinking is some of the hardest work there is, which is probably why so few people engage in it.” Thinking may not be like manual labor but for those of you who engage in deep thought you know it’s tiring! But why is that the […]
What If You Hate Someone You Work With?
Several years ago, I was invited to speak to a couple dozen psychology students at The Ohio State University. They were working on their MBAs so as you might imagine it was a group of very bright young people. No doubt they had far more insight into psychology than I possessed but I did have […]
