Think Like a Buddhist, Sell Like a Rock Star
We’ll get to sales. First: “Terrible drought, crops dead, sheep dying. Spring dried out. No water. The Hopi, or the Christian, maybe the Moslem, they pray for rain. The Navajo…
Find the Fear and Swim Upstream to Trust
Fear is the root negative human emotion. Scratch the surface of other negative feelings, and you will find fear at the core. Fear Drives Behavior If you accept this description…
Playing a Losing Hand to Win
Four years and 9 months ago I wrote a blogpost called An Honest Wedding. It was about the nuptials in western Michigan of a cancer patient “Jane,” and the widower…
Books We Trust: The 3 Power Values by David Gebler
This is the tenth in a series called Books We Trust. The 3 Power Values is, simply, an excellent book. Author David Gebler’s unique talent is to combine a Big Idea,…
Good Things Happen When you Swing the Bat
At a talk last week, new friend Petter Østberg told me an old story with a new twist. It takes a great sports metaphor for achievement – and steps it…
Blow Up Your Budgeting Process
If you work in a large organization – This Blog’s for You. You know what season is coming soon – you dread it. ‘Tis the season of Planning & Budgeting;…
Making Collaboration Work
I’ve got a problem. Once or twice a week, someone approaches me and says: I really like what you do. I do something very similar. We should talk and figure…
Your Trusted Mortgage Broker?
I know, it sounds like an oxymoron, a setup line for a cheap joke. Indeed, mortgage brokers got a very bad name during the recent real estate bubble and financial…
How (Not) to Ask for Recommendations, Referrals and References
I recently met a first-time author, who gave me a copy of their book. Shortly after, I got an email from the author’s publicist, saying: "...We’d appreciate it if you…
Trust Tip Video: The Single Biggest Sin in Sales
A lot of things can go wrong in sales – and often do. But there's probably one thing that stands over all the other as the Ur-error of selling. This…