People Hate Being Sold. So Don’t Sell Them

People hate being sold. Of course, people want things. If they are in the business of buying and using PCBs for example, they need to buy them. But they want to feel they are in control. They want to “decide” on their own, (or so they think) without someone chattering in their ear about how […]

How Dedicated Are You?

Watching the Olympics over the past few days, I can’t help but be impressed with the amount of passion and dedication that these athletes have for their sport. Their background bios are filled with stories of speed  swimmers’ parents driving them to pools at 3:30 in the morning; of gymnasts leaving home at the age […]


The salesperson has been working on getting that live meeting for weeks. Finally, she gets in front of the customer. By now the customer is one of two things: they are either enchanted and curious, or they are  sick and tired of hearing from her and intend to end the barrage once and for all […]