One of the (mixed) blessings of being a published author is that other aspiring authors send you manuscripts to review (with the hope I’ll promote them). I try to respond when possible, but even then I never promise to recommend a book without first reading it; and most of the time, I don’t. But then every […]
“Hands up, don’t shoot,” became a chanted slogan for outraged protesters after Michael Brown’s killing in Ferguson, Missouri. There was considerable mainstream media skepticism from the beginning about whether Mr. Brown actually had his hands raised (see Washington Post, December 4; see Newsweek, December 2), though those suspicions didn’t hold back the popularity of the phrase as a rallying […]
Most casual readers of the general press know three things: crime is up, public safety is down, and trust is declining. The problem is: the first two are flat out wrong, and together they cast doubt on the third. Crime and Fear (The following data are compiled from the Atlantic, March 2015, Be Not Afraid). […]
I lost my wallet. Somewhere between a golf driving range and a supermarket, in a 30-minute period, it went missing. I turned things upside down, retraced my paths, left notes with wanting-to-be-helpful staff. I monitored accounts for three days; no bank charges, no credit card hits, so I held off canceling the cards, calling the […]
UPDATE 9:30PM Feb 10: Since this post was first written, NBC News has suspended Brian Williams for 6 months. This will only heighten the buzz around something really not all that important (except to Wiliams, of course). He has become the gossip du jour, and I don’t see anyone achieving escape velocity beyond the obsession […]
Q. What should you say when the potential customer says, “Before we start discussions, I need you to tell me your price.” A. Tell them your price. What a concept. I know, I know. Most of you reading this disagree with me, and you’re in good company. Many respected sales writers suggest just the opposite. But […]
It’s that time of year again. Resolutions come in full swing and we all start to assess how we can improve on the last year. It just so happens that I wrote a pretty good blog post at this time eight years ago, and I haven’t improved on it yet. Here it is again. Happy […]
Has your trust ever been violated? Did someone, once upon a time, abuse your trust? Have you ever placed your trust in someone or something, only to discover – painfully – that your trust had been misplaced? Yes, almost certainly, you’ve had experiences like that. And they are unsettling – to say the least. The […]
Some of you may be familiar with the CBS TV series The Mentalist, starring Golden Globe nominee Australian Simon Baker. The lead character, Patrick Jane, is a consultant to law enforcement agencies who uses his carnival-honed powers of observation and human nature to appear almost clairvoyant. In a recent episode, Jane makes three trust-related comments. While […]
I read an awful lot written about the role of value creation in sales, and I think it’s often misconstrued. So here’s a provocative statement: People don’t buy your value proposition – they buy your problem statement, and give you the sale as a reward. Value: The Usual Suspect If sales were like the movie […]
You’ve graduated from Question Obsession 101. You’ve learned not to pepper clients with endless questions or craft that perfect “Keystone Arch Question” expecting miracles. You’re focusing on relationships, creating insights, and empowering clients. But have you fallen into the next trap? The Answer Trap. Many consultants who overcome question obsession swing to the opposite extreme, […]
Question Obsession: The Silent Sales KillerMay 6, 2025 - 5:00 pmHave you counted how many questions you ask in your typical client meeting? Do you find yourself carefully crafting the “perfect” question sequence before every sales call? Are your meeting notes filled with question frameworks rather than real insights? If so, you may be suffering from Question Obsession—a condition that’s quietly sabotaging your client relationships […]