How Not To Be Rude When Contacting New People
In sales, business development, and networking, our first goal is to open a conversation. That conversation will flow naturally–perhaps in one sitting or many–from getting …
Sales and Influence
Perfect Pricing (and Salaries)
We can set prices (for our salaries or for the products and services we sell) perfectly by following these two rules: Our clients (or employers) …
They Set the Date
A great leadership adage goes, “If I tell you, I still own it. If you tell me, you own it.” If we as leaders say, …
Rock Stars
When we are worried about what to say, how someone might react, or how we’ll be judged, we are pointing the camera at ourselves. We get …
Why Getting Our Way Is Worse Than We Think
We have generally two ways to get others to do what we want. We can use “get my way” methods or we can go for …
Getting Them To Do
If we ask, “How do I get them to do this thing I want them to do?” we’ll be asking the wrong question. The right …
Leadership, Sales, and Influence in a Nutshell
Success at leadership (with or without a title), sales, and influence is rather simple. First, we choose who (generically and/or specifically) we want to engage …
How to Be Well Rewarded
Most people don’t know what they want. And if they do, they probably don’t know how to get it. That’s how we can help them. …
The Heart of Leadership: Present and Powerful
Our power is in the present. (How can it be otherwise?) When we are present–especially in interactions with others–we choose to influence where we can, …
Our Best Start
In an interview, in a sale, when working with colleagues, or when leading others, we best start by understanding what our counterparts need, want, and desire. Then …