Humor With a Bite!

It was December 27, and I was working in my office when the phone rang. I picked it up and said “Good morning…” The

Do the Last Thing First! 42% of all statistics are made up… Improvement is an evergreen process! Avoid Buying It Back! Secure the order

Symptoms: Presenting “solutions” without sufficient discovery Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect) Prescription: Do discovery before presenting

Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally

I saw this message Subject in my Junk folder: “Upcoming Consultation – See You There Peter” I thought, “Oh, I must have agreed to

As a prospect, watching a typical live demo is like… Watching paint dry (and just as exciting!) Being fed food you don’t want and

“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw