A dragon doesn’t make for a very good pet. They require care and feeding, and because of their size, their appetite is immense. When feeding a dragon, the one who is providing the food often finds themselves at great risk of being burned. After all, the dragon is, in fact, ...
We seek information that confirms our existing beliefs while avoiding information that conflicts with what we believe to be ...
Last week I was in Puerto Rico speaking to a group of CEOs and business leaders from around the island on behalf of Abarca ...
When I was a teenager, I started a rock-n-roll band. Like all new rock-n-roll bands, we were terrible. In fact, I would say ...
The more you treat people like they’re a transaction, the more they will treat you the same way.
The salesperson speaking to their team was direct, and just a little combative. Not the kind of combative that would make ...
No one woke up this morning and thought to themselves, “I really need this product or service or outcome. I hope some ...
You can’t do what your clients want you to do when doing so hurts them.
When you are doing one thing, you are not doing the countless other things you might be doing. When you say “yes” to one ...
The modern salesperson is not what you have been told. They aren’t digital. The modern salesperson isn’t a “social seller” ...
There is a certain sort of person who sells a dream, a vision of something that you want, by making it appear that you can ...
Assume Good Intentions: In all cases, assume that your peers are operating under the best of intentions. Refuse to believe ...
Most slide decks start with a series of slides about the company. They include things like the company’s history, their ...
I am full hot on this idea right now. If you are a salesperson, this is what you should spend your time working on now. If ...
I am sitting in the audience waiting to speak at a sales kickoff meeting. Right now, a couple of their clients are on the ...
There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The ...
There is a reason I suggest that you control the process when it comes to helping your dream client change in The Lost Art ...
There is work you need to do, but you resist that work. You know you need to do this work, how to do this work, the ...
A lot of things about sales are contradictory. They are paradoxical. Like fast is slow and slow is fast.
A lot of people mistake being busy for being productive. Crossing to-dos off a list may, in fact, mean you’re productive, ...
There are a lot of people who are willing to sell you a dream. That dream is that you can have the result you want without ...
