The Game Trap

If you hear yourself saying, ”It’s not personal. It’s just business,” be careful. Ask yourself if you’ve made a decision you’re not proud of.

“It’s just business” and “not personal” imply that there are different guidelines or values we apply depending on whether we deem the interaction as ‘personal; or ‘business’. If in the ‘personal’ interaction we apply our life values, what values or rules are we applying in the business interaction?

Having two sets […]

Making Initial Contact

Once you have at least a loose connection to your prospective client, you need to communicate it to your client, so when you call and ask for an opportunity to meet them, they already know who you are and how you’re connected to them… […]

I just finished reading Never Be Closing and it’s the most I’ve marked up or dog-eared a book in the last 20 years. There was so much good stuff in it that on my way to this year’s Dreamforce I did something I have never done – I read it a second time!
   --Craig Elias, creator of Trigger Event Selling