From the ancient Greek philosophers to the modern-day social scientists, we constantly search for new and better ways to understand our fellow man. A frustrated client once exclaimed to me, “Jeff, selling isn’t tough—it’s the
My clients are really smart. And fun! Here’s proof. Years ago, I had the pleasure to work with Rochelle Jacobson, President of N. Merfish Supply and her team in Houston, Texas. (Rochelle retired as President
Several years ago, when I was speaking at a client’s national conference, I had the opportunity to hear another speaker, Lt. Tom Chaby, a Navy Seal. Chaby described in vivid detail, the demands of battle
As a successful business person or sales professional, you’ll experience incredible highs. Exhilaration. Victory. Awards. Recognition. Money. Pride. Achievement. You’re at the top of your ride. Building momentum. Gaining speed. Soaring toward an infinite sky.
Integrity is based upon truth. Oscar Wilde said, “Truth is never pure and rarely simple.” Truth may not be simple, but the complexities of deceit and situational ethics are monumental. The greatest advantage of honesty—is
As a blog subscriber or regular reader of our complimentary e-zine, The Results Report, you know I often wax rhapsodic about the value of questions and the significance of language. Well, here’s an unexpected example
One financial planner I know—uses a strategy that makes his presentations or reveals memorable and profitable. Why? Because Rick has mastered the art of involvement. Rick’s clients are wealthy, high net-worth individuals, sophisticated decision-makers. Yet,