Advanced Topics

How many digits of Pi do you remember? How many digits of Pi do you use?!   The math constant π (Pi) has an

We note the presence of something new much more acutely than the absence of something old.

Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by

What can $100 buy? $1,000? $25,000? $1,000,000? It is often hard to associate an amount with a tangible deliverable, and it gets more difficult

This tip will change your demos BIG time… Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to

Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process

In your business conversations, instead of really listening, how often do you find yourself: Thinking about what you want to say next? Considering how

“Execute all pathways with the fewest number of clicks.” – Cohan’s Law of Simplicity   “Choose pathways that CAN be executed with the fewest

Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your

Be aware of how you point in your face-to-face demos – you may not realize what you are communicating! On a Mediterranean island, I