The most basic fact of business life is that all human beings have scotomas, blind spots, prejudices, and biases and are not able to see with objective clarity. Yea, I know, you think you are different and do not suffer from the illusion of reality. You probably think you have it all together and do […]
Continue readingThe business world as you have known it has disappeared and will never return The business you have known in the past is not the business of the future. Thanks to bungling politicians who put self interest above sound fiscal management, and greedy Wall Street insiders who played Russian Roulette with the financial system, no […]
Continue readingNo trust – no sale. The ability to create trust is one of the most crucial skills in a salesperson’s arsenal. The dictionary defines rapport as a relationship of trust or emotional affinity. The salesperson that is unable to establish trust with be severely handicapped and ineffective in a selling career. Establishing rapport in selling […]
Continue reading