Influence Begins in the Cellar
Our ability to influence (convince, educate, sell, lead) others is directly related to our ability to grow our bonds with them. Like constructing a building …
Sales and Influence
Tuning to What Makes Them Tick
Differences in what I value–what motivates me–and what you value can lead to miscommunication, misunderstanding, and conflict. Luckily there are only six things that motivate …
The Value To Our Clients Matrix
Based on our clients’ understanding of the problems and solutions they face, we can provide them more or less value. The more value we provide …
Is your marketing “meh” or magic?
Marketing “meh” is a website or other medium–written mostly in first- or third-person–that describes our value and why we are special. The goal is to …
Win-Win in Four Easy Steps
You can successfully make the sale, convince the boss, enroll the colleague, receive the investment, get the grant, land the job, get the nod, convince …
Never Drop Your Price
When you are even a bit unsure about the value you deliver to your clients or your bosses, you will likely drop your price or …
How to be Chosen
We sometimes get trapped thinking that in order to be the one chosen (for the job or by the client), we need to be seen …
Growing Your Network
Networking is the best way to find a new job, client, business partner, or vendor of products or services. “Yeah, but,” you may protest, “I’ve …
Where Have You Been?
Do not try to sell to your entire market all at once. Likewise, don’t try to influence everyone in your community or company all at …
What To Do When They Don’t Get It
“Why don’t they get it? It is so simple.” If you are thinking something like this, then pause. They are not ready for your solution …