How to Be Better At Creating Rapport

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Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

How To Have Productive Disagreements

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As you work in sales and in business you are going to disagree with your peers and your team about what the best course of action is in some circumstances. You will have strong feelings, and they will have strong feelings too. You will end up arguing with each other about what … [Read more...]

May I Have Your Attention, Please?

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People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know that your mind is really somewhere else. … [Read more...]