Questions Can Lead To Love … Can They Lead To A Sale?

Questions Can Lead To Love … Can They Lead To A Sale?

“The 36 Questions That Lead to Love” – a fascinating article by the New York Times , referencing Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.” The idea is 36 well-crafted, thought-provoking, emotional questions can cause you to...
How do we humanize the Sales Process?

How do we humanize the Sales Process?

Join me as I’m interviewed by John Golden, Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. Artificial intelligence should be very much like the sous chef for a chef, with the chef...
Never Sell a Hat That Doesn’t Fit

Never Sell a Hat That Doesn’t Fit

Would you buy a hat that doesn’t fit even if it was cheaper? Many salespeople try. Last fall, I traveled to Eastern Europe with a group of executives. While visiting Heroes’ Square in Budapest, a street vendor approached me and asked if I’d buy a fur hat. The...