Why salespeople lose sales Contrary to what many people believe, most salespeople want their customers to make good decisions. They want them satisfied after buying

It always comes as a shock to find out what others see us quite differently than we see ourselves. Often, it can be distressing, particularly

Most mistakes are just plain stupid. “Just wasn’t thinking,” we say. Stupid mistakes aren’t intentional. But the genie is out of the bottle. The damage

It took a long time, but it had to happen. and it did. Finally, there are schools, summer camps, and weekend experiences where kids learn

No matter what we sell, there are times when the brakes are on. Something is holding us back, keeping us from moving forward. Then, we

Even though we know that “telling isn’t selling,” we can’t stop doing it. It’s become “second nature” to tell customers what to think, believe, and

It’s easy to roll your eyes and complain about the state of business communications. I mean everything from incomplete, inaccurate, and confusing emails and memos

In Lee Child’s book “Without Fail,” a Secret Service official simplifies a disturbing problem. “If the Yankees come to town saying they’re going to beat