Inspire Prospects to ASK You to Sell! (8/16/2022) 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 ON
Sound Advice for Writers & Publishers (7/26/2022) 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 ON
Hobbyist or Professional? Be the Best in the World. (7/12/2022) 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 ON
Conflict: Sailing the Storms of Life and Business (6/28/2022) In storms of life and , 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 ON
Sell Outcomes, Not Productssell outcomes not products header (6/14/2022) 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 ON
Pace Your Prose With The One-Sentence Paragraph (5/31/2022) Search for “one-sen­tence para­graph” on the In­ter­net and you'll mostly find ques­tions about whether writ­ing them is even an ac­cept­able prac­tice. The one-sen­tence para­graph is not only legal, it's a use­ful and pow­er­ful lit­er­ary de­vice for writers and speakers. One-sen­tence… READ ON
Your Unique Value Story (5/18/2022) Imagine an event where each attendee is given a puzzle piece and directed to connect one-at-a- 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 ON
Confirmation Bias: Storytelling at Your front Door (5/3/2022) 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 ON
Storytelling and Your Mission Statement (4/19/2022) 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 ON
Reading Aloud Doesn't Have to Be Boringreading aloud (4/5/2022) 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 ON