Category Archives: Uncategorized

3 Ways to Avoid Overconfidence

Why is failure so often a surprise? Why are we often shocked and/or unable to explain what happened to our plan? Why are we so overconfident? In love, it happens more than half the time: Most relationships where we thought we had “the one” don’t end in marriage, and half of marriages end in divorce. […]

The Myth of the Extroverted Closer

When I started hiring and training salespeople twenty years ago, the profile was salespeople with “drive,” “closers.” “Go-getters” who are “aggressive.” Then the psychologists got involved and replaced those dinosaur words with more evolved, academic terms like extroversion, ego drive, and perseverance. I have just worked with a client whose hiring profile included these very […]

Can You Really “Build Walls” Around Your Customers?

#2 in a series: From “Love and Selling”: In business, love is often thicker than water. When customers love their sellers, personal loyalty often trumps loyalty to a product or service. They justify emotional decisions with logic and data. They even put vendors through empty RFP processes where the decision has already been made . […]