I got an email from, Ralph, the 50-ish owner of a small consulting firm. He had three competing offers to buy his practice, and a few complicating life factors. He wanted advice, and asked if we could talk. I don’t do much coaching or consulting, and he almost surely couldn’t afford my rates. Nor am […]
“What are the most important personal attributes for finding the right balance between being a trusted advisor, and being a competitive seller?” That was the question teed up by a Google sales training leader earlier this month at a Talks at Google session with Ryan Serhant. It’s an intriguing question. (The answer, not so much). But […]
She says he sexually assaulted her. He categorically denies it. Surely one of them must be lying, and a Senate hearing is the right place to get to the bottom of it. NOT. I don’t usually write about current events, but sometimes a teachable moment arises that just begs to be waded into. So here […]
Let’s talk about working hard. Maybe you think you’re not working hard enough; maybe someone else is guilt-tripping you into thinking so. On the other hand, maybe you’re worried about work-life balance; or maybe you’re looking for that magic 2-day work week. These thoughts rest on one definition of working hard: hours spent. I’d like […]
(Today’s post is a rework of an earlier one, focused on trust and reciprocity of emotions). One of the great things about country music is how it speaks to the heart, about real human emotions. Among the arts, music may be the most powerful at mirroring our feelings. Then again – after a certain point, dwelling […]
No, I’m not crazy. (Well, not because of that headline, anyway). It’s actually a serious admonition. Here’s why, and how. ———————- I suspect you want your clients to trust you. And I’m sure you tell them the truth about why they should buy from you. We all would like to think that’s enough for them […]