Don't Let The Nerd Talk Fool You
Jargon can hide the answers you're looking for. Consider this one: personal knowledge database. Mean anything to you? If not, it might be the single most important tool you need, but you'd never know it because it's nerd-speak for "keeping track of stuff you'd like to keep track of." Turns out there's an entire community […]
READ MOREScience of Transformation
There's one difference between what is & what could be. Do you know what it is? Because in the world of particles and atoms, it's all a cosmic-scale game of billiards. Their trajectory set at the beginning of time. Their destiny set before they ever existed. All at the mercy of forces set in motion […]
READ MOREThe Power Of Light
(a little longer read than usual but not by much, and I think it's worth the tiny bit more effort) You're going to the movies. You walk into the theater and find your seat. What you don't think about (because it's so obvious) is that you have enough light to see where you're going. You're […]
READ MOREPlease Remain Calm
In an emergency it's vitally important that you stay calm. If you don't keep your cool, you are likely to miss life-saving details and that's it; you're in the forever box. Some people bring that energy to their sales calls. "Gotta stay calm! Gotta stay in control, bro!" And it makes sure their deal goes […]
READ MOREConvince Me.
How many times have you been on a sales call and the person you can help says "Convince me."? What's your go-to answer? Do you talk about your experience? Do you talk about your results? Do you talk about your credentials? I'm curious to know. Because if you do anything other than what I'm about […]
READ MORESpeak Their Language
Being an effective communicator is a super power. And it's easier than you think. All you have to do is speak their language. I mean, every single person in the audience's "how I interact with reality" language. It's like being a super-polyglot. You learn to see the world through the eyes, language, and mind of […]
READ MOREDo you speak up for yourself?
Early in my life I saw that the people who were willing to speak up for what they want were the people who seemed to get it. The people who didn't share their mission & vision? They struggled to make anything happen because the right people they need had no clue they could help out. […]
READ MOREDiscounts Are Disappointing
I wouldn't say I'm angry when someone offers me a discount, but I am disappointed. It's a professional pride thing. Too many salespeople think they have one tool in their kit for closing business: offer a discount. Objection? Offer discount. Talking about scope? Offer discount. Checking the weather? Better offer a discount, don't you know. […]
READ MOREWhy Are Soft Skills The Hardest To Get Right?
Hard skills are easy. "First you do this. Second you do that. Then you get this result." Soft skills? Not so much. People are such complicated creatures! There are so many contexts (professional / personal / semi-professional / business casual) and cultures (every man for himself / we're all in this together / it's who […]
READ MOREWhat's your biggest problem with social media and the internet?
What about the ads that follow you everywhere? Or the algorithm that shows you strangers & horror shows before they'll show you what you want to see: the stuff that your friends post. Or is it the fact that every message you send on Facebook is open to random employees? Would it blow your mind […]
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