I’ve been asked this so much lately, I thought I’d remind us all.  In sales, if you’re dealing with a qualified prospect, you can answer the following questions, Do they need it? Do they want it? Will they use it? Can

I overheard a conversation this week, which started: “Well, probably we can’t, but, oh, maybe, possibly…we can.” Sounds like they got it backwards…what Zig Ziglar calls, “stinkin’ thinkin’.” Why not start with the possible, the doable, the positive? How ’bout—“Probably

Anything worth doing long-term is worth testing short-term. Whether an idea, a project, or a partnership, try it out, see if it fits—with your vision, your goals, your ideals. The feedback you get will make it easy to decide—for you,

I’ve used positive self-talk my whole career, liking the adjective “exceptional.” What a “pump-up” word. Old affirmations I said over and over, with enthusiasm—I’m an exceptional salesman. I’m an exceptional presenter. I’m an exceptional coach. Why not use that same

When Tjan interviewed global CEOs and senior executives, asking them if they thought their meetings met their intended objectives, they said less than 40% of the meetings did! How does this happen? It’s simple: people are avoidance-motivated. Tjan writes, “…the answer

When Hartman and I started together, he’d often ask me what he should do. To save time and energy, I’d tell him. Eventually, we decided on a different process. When he’d ask me what he should do, I’d say: You know I