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 […]
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 […]
