A lesson, from the Wizard Of Oz
Going from ordinary to extraordinary performance requires a shift in your thinking and doing. The thoughts you have today and your action have brought everything you have today into your life. But those same thoughts and behaviors are unlikely to get you to the next...
Understanding Buying Motivations
A motive is an inner state that moves or prompts a person to action. For example, it becomes a buying motive when the individual seeks satisfaction through the purchase of something. Buying motivations are the underlying factors that come together to influence...
Selling Is Like Eating a Bowl of Spaghetti
One of my clients recently said, “Selling in the midst of this pandemic feels a lot like eating a bowl of spaghetti. Every once in a while, you get a meatball—a win here-and-there.” When COVID-19 hit, a lot changed in the world of selling! Of course, prior to the...
The Sound of Silence – How to use silence to close more profitable sales
“The Sound of Silence” is a song by the American music duo Simon & Garfunkel. The song was written by Paul Simon over a period of several months in 1963 and 1964. Generally considered a classic folk rock song, the song was added to the National Recording...