The Before the Show, Show

While helping one company with some sales coaching, I spent some time with a sales rep who had been trying to sell laptops, tablets, and business software to one of her buyers at a healthcare facility for quite some time. Her frustration led her to put together a...

Are You Probing Or Confirming?

A father and son went fishing one day, and after a short period of time in the boat, the boy became curious about the world around him. He decided to ask his dad some questions and began with, “How does this boat float?” The father thought for a moment, then replied,...

Put Your Jaws On Pause

A large company, looking for change, hired a new CEO who was determined to rid the company of its slackers. Shortly after becoming the big kahuna, this new leader noticed a guy leaning against a wall at a company facility he happened to be visiting. Since there were...