“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient way to end a conversation. On the … Continue reading →
Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.” Just the other day I came across an almost … Continue reading →
Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … Continue reading →
I’m not a big boxing fan. But I’ve seen some pretty one-sided fights where the loser is getting so badly beaten all he can do is keep his opponent at bay. He’s backpedaling, crouching, bobbing and weaving — maintaining as … Continue reading →