Listening is about more than hearing the words being said. It’s also about more than body language. It’s not only about what is being said; listening is also about what isn’t being said.

Consensus

It may not mean anything that your dream…

Today I decided to stop selling and start waiting. I was waiting for opportunities where I could connect and to be helpful. So many experts have recommended this approach, there has to be something to it. Why else would someone suggest "stop…

Beware of ideas that suggest that buyers no longer need salespeople, that salespeople can't create value, or that information on the Internet will replace the insight of human beings. Being irrelevant is a choice.

Beware of any advice that…

Even though they can make some people uncomfortable, disagreements and arguments are a critical part of business. Without disagreements and arguments you get groupthink, and you end up with mediocrity. When you have constructive conflict and…

1. It is enough to just be helpful. It is true that you create value by helping your buyer. You help them discover their needs. You help them determine the cause of their problems. You help them evaluate their…

“I don’t have time.”

You’ve said those words. So have I. You think that you don’t have enough time quite often too, don’t you? But the one thing you do have is time. And you have enough time, too. You may be missing something else.

What you may…

I don't know if there is anything cooler than a light saber. It's got the old samurai katana thing going on, and it's as high tech as anything. You can slice someone in half with it and cauterize the wounds at the same time.

But having a light…

A "no" is easier than a "yes" from your dream client. You have to work hard for a “yes.”

Saying yes means leaving the status quo for the unknown. And the unknown means risk. It doesn't matter to some people how much proof you provide, what your…

I love people. I always have. So when people ask me for help, I automatically want to say “yes.” It’s easy to end up with no margin in your life if you say “yes” to everyone and everything all of the time. I know this.

But it’s hard to say “ Continue Reading

1. Did you make progress on your most important project? Productivity isn’t how many things you scratch off your to-do list. You can have days where you complete all kinds of tasks, none of which have anything to do with what was really…