9 (Uncomfortable) Steps to Changing Any Conversation.

Any time you try to change a conversation you’re going to get pushed back. When you try to change the topic some of those around you will try to push the conversation back to where it already was.That’s where they’re used to having the conversation.  That’s where it is comfortable for them.  After all, the old conversation benefits them.

Uncrushing Crushed.

Change always creates friction. You can’t run against the establishment without creating conflict.  Sometimes lots of it.  So, you need to have a plan for managing the damage that comes your way. It is safe to assume, and wise to anticipate, that despite your well-made plans and passionate intentions that the bottom will drop out. …

Lies You Want to Believe.

Business can get confusing.  Especially if you believe what you hear — from your customers. The relationship between buyers and sellers is a conflicted one.  Buyers need the knowledge and access that sellers have.   In turn, sellers need the revenue that buyers provide. The more each needs the other, the more comical the conversation between the …

(Illogically) Help Me Be Your Customer

Think through the mind of your customer… and ask yourself if you are “illogically” wooing your customer.  Are you doing what no one else will do to make them successful?  Are you working to guarantee that your customer hits a home run by working with you?

Taking a Gut Punch

Understanding “why” is a frustrating part of life and more specifically your sales negotiations. You can work your ass off, do a lot of things right, and still not get a deal done. It’s a punch in the gut!

Motivation is a Head Game

Don’t ever tell me “you do what you want to do when you want to do it”…  It’s stupid!  It’s emotional and lacks the sustainability to take you to your goal line. The best motivation is cognitive.  It is deeply rooted