I’m washing dishes at about 7:30 last night. It’s dark outside. Just finished a great dinner with the family. Listening to my favorite music. Feeling good. A fake-friendly rap at the door interrupts my reverie. (You know the knock – the sing-songy one where they’re trying to sound like your best friend, doing their best [...]

To understand the difference between selling and persuading, we must first understand buyer psychology. People want to buy. We are buyers by nature. Another, more fundamental, way of saying this is that we all have needs and desires that we want fulfilled. We want solutions to our problems. We want to alleviate pain and find [...]

If you’re in sales management, wouldn’t you like to know how to give great speeches? First of all, I can relate to any anxiety you might have when standing up and talking to groups. Today I’m a professional speaker and sales trainer. If you told me I’d be doing this when I was a teenager [...]