The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change.

Your prospective clients have plenty to be dissatisfied about, but…

Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns.

Here are four beliefs about leadership that I…

There are many ways to learn.

We make a guess based on a hunch or intuition. We take some action to test our hypothesis. The results tell us whether or not we guessed correctly. We learn whether or not what we believed was true or whether it was…

I really hope you didn’t miss yesterday’s newsletter. Yesterday’s newsletter was about how you can justify your higher price. I listed some of the primary points of leverage you can use to make your case effectively with your dream clients and…

You have insights that you are dying to share with your dream clients. You know that these insights can make a difference for your clients. But guess who else has insights? That’s right; you’re clients have insights of their own.

Many of your…

You don’t have to know how electricity works in order to use it. You just have to know how to turn on or off whatever devices you want to use the runs on electricity. You don’t have to know how an automobile works in order to drive a car…

There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now…

The fifth attribute and sales-related skill set is the ability to diagnose.

The ability to diagnose follows the ability to close only because the ability to obtain the commitment to explore a future relationship precedes the need to diagnose.…