Every Human Society Teaches Its People This
Marcel Mauss, the late French Sociologist, wrote a book called The Gift. He asserted that gifts are never truly free because reciprocity dictates that people return the favor by doing something for the gift giver. He went so far as to say every human society raises its people in the way of reciprocity. I’m on the Westerville […]
The Messenger Can Make All the Difference
Sometimes it’s not what you say but how you say it that can make all the difference. And sometimes it’s not what is said but who said it that makes all the difference. I bet most of you would agree that our children are vitally important to our future. After all, at some point each […]
Competition is a Big Driver in Persuasion
Have ever you found yourself driving down the road, lost in thought or just enjoying some music, keeping a safe distance between you and the next car when all of a sudden someone comes barreling up the lane next to you and obviously wants to get over? When that happens, do you sometimes find yourself […]
The Most Valuable Real Estate
Living in Central Ohio, golf isn’t the first sport you think of, but thanks to legends like Jack Nicklaus, aka the “Golden Bear,” our courses are hidden gems scattered around Columbus and its suburbs. As I reminisced at the Memorial Golf Tournament this year, a thought struck me—sometimes, the game’s outcome isn’t about the physical […]
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 […]
