How do you put a price on your passion? How can you charge a fair-but-high price for your services? You’ve got a fantastic prospect on the line. The conversation is engaging. The relationship develops instantly. Your hopefully-soon-to-be client is … READ MORE→
Inspire prospects to ask you to sell to them. Many years ago I was out sailing on Biscayne Bay with an old sailor friend. The conversation drifted from how to adjust the sails to light talk about our personal lives, … READ MORE→
The following advice on writing and publishing is based on my own experiences and those of my clients. I hope you find it valuable and encouraging, even if it changes your expectations. I’ve written and published twelve books, and I’m … READ MORE→
Hobbyist or professional? True professionals dedicate their lives to being the best in the world at whatever they do—not some day, but today—every day. Not try, do. I have played guitar almost every day for almost forty years. I play … READ MORE→
In storms of life and business, it requires immense energy to sustain conflict. Dangerous and destructive forces require attention and—at the appropriate times—resistance, but often the best strategy is to park and wait for the tempest to subside. A retail … READ MORE→
Sell outcomes. The products or services you exchange at the transaction stage of a business relationship might not be the most meaningful basis for describing what you offer. Before you print your next batch of business cards, think like a … READ MORE→
Imagine an event where each attendee is given a puzzle piece and directed to connect one-at-a-time with others in the room to see whether their pieces fit together. Though such a laborious process sounds absurd, it describes exactly how most … READ MORE→
We give more weight to evidence that supports what we like—a phenomenon called, “confirmation bias.” Belief is often based as much on what we want to be true as on what we determine to be true through direct observation. Data, … READ MORE→
Anyone who questions the relationship between business and storytelling need look no farther than the humble corporate mission statement. The goal of this article is to teach the value of storytelling so you can develop engaging mission statements that … READ MORE→
Keep your listeners’ attention while reading aloud. The host announces the next author. She walks to the lectern, offers a synopsis, and begins reading aloud. It’s not bad prose—and I can’t say that for every writer here—but after three pages … READ MORE→
