A past post reminded me of a passage written by Thomas Cleary in his Translator’s Introduction of Sun Tzu’s, The Art of War. He wrote: According to an old story, a lord of ancient China once asked his physician, a member of a family of healers, which of them was the most skilled in the…
I recently received a Twitter tweet from someone who noticed that, within my profile, I mentioned being an “advocate of a Free-Market Economy.” His tweet read… “I support a free market as long as it’s fair.” Then, indeed, he supports a free market. Because, a free market, by the very nature of the thing, is…
In John David Mann’s and my soon-to-be-released book, It’s Not About You, Aunt Elle defines Influence as an unseen flow of power. Power. This should not be confused with force. The two are completely different. True power brings with it agreement, leading to commitment. Force is based on intimidation, manipulation and other negative forms of…
Not only is empathy a vitally important part of the selling process; it is also a vitally important part of the human process. This is true whether trying to understand why someone is resistant to our viewpoint or if we are simply attempting to help them through an issue or difficult time. I believe that…
In a recent tweet, salesman extraordinaire (currently speaker and multi-bestselling author), Joe Girard wrote: “More things are bought through emotion than through logic. What are you doing to make your customer comfortable?” What a great statement and question. And, Joe Girard should know. For 12 years in a row, he was listed in the Guiness…
I remember years ago being asked to be one of several people to contribute to an article intended to answer the question, “What is the Secret to Success?” Putting aside my personal opinion that there is no one big, overreaching, magic bullet-type secret — but rather a set of proven principles — there was something…
Early in my speaking career and struggling to stay in business, I was often on the phone. Life was different back in the late 80’s. We had this thing called a…telephone. And, we actually called prospective client organizations. 😉 It had gotten bad. I mean, I was at the point where I was sneaking peeks at…
It was most likely just a random chain of images; an unconscious game of thought association; I’m really not sure. Somehow, I remembered something from back in 1994. It was the evening before I was to have surgery to repair a deviated septum that had bothered me for years. My schnozolla would finally be fixed…
I’m grateful for gratitude. I’m also cuckoo for Coco Puffs, but that’s another story (Gen Yers and younger; don’t worry — that something we used to call a commercial). 🙂 My friend, Sandy Harper even has a “Gratitude Bootcamp.” What a great idea. In my opinion, Gratitude is the foundational character trait of all other…
I love baseball. As a kid, I used to love playing it. From sun-up until sun-down when possible. Dream was to be a major league baseball player. Could’ve been one, too, but for one challenge: Injuries? Naw. Bad timing Uh uhh. I’m afraid it was talent…more accurately, a huge lack of such. None the less,…
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