We’re humans and we use language to tell others what do we feel. We express our deepest thoughts, feelings and intentions through our words, consciously and unconsciously. During last few years, I’ve developed the habit of listening to people. Not just cursorily, but deeply. I’ve learned that by tapping into someone’s choice of words, I […]…
One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking […]…
Who might otherwise not be buying from you! Over the decades that I knew Chet Holmes, he taught me quite a bit. A good deal of what was imparted was, understandably, about business development. So, how does that help you? Well, having been in business and applied many of Chet’s principles, I wanted to distill […]…
