On a recent trip to China for a client engagement, I took an extra day to absorb the culture. While there, I came across a quote from Confucius that resonated with me: “[B]y three methods we may learn wisdom: first, by reflection, which is noblest; second, by...
In Arthur Miller’s 1949 play Death of a Salesman, Willy Loman embodies the common American salesperson of his time. Much has changed since Miller brought this character to life, yet the overly macho way people talk about sales remains the same—and it’s time for a...
The following is adapted from Moving from Models to Mindsets. In business, trust is everything. Customers assess your behavior one way if they trust you, and another way if they don’t. If you talk about your products and services with a customer who doesn’t trust you,...
The following is adapted from Moving from Models to Mindsets. Having deep expertise in your products along with great confidence about this knowledge is a source of strength for any salesperson. However, having expertise and “being the expert” are different,...
Preschool kids ask their parents an average of 100 questions a day. By middle school, they’ve basically stopped asking questions.[1] Curiosity is a lost superpower. So how does this happen? First, you’ve had terrible role models. When you were a kid, your parents...
