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Pain or Gain: Your Sales Approach Matters

Jun 6,2017 / Sales

As we saw in our last post, people differ in their approach to motivation: some are more focused on prevention …

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It matters which road you take

Pleasure or Pain? Using the Yin and Yang of Motivation to Sell More (Or Reduce Your Losses)

Jun 2,2017 / Sales

If there is just one thing I can be sure of after a quarter century of studying and teaching sales …

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Make Them Feel Important

May 30,2017 / Uncategorized

“When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest man in …

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When Verbal Confidence Backfires

May 26,2017 / Expression, Persuasive communication

In a previous post, I suggested ways to increase your verbal confidence to make your speech more powerful and persuasive. …

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Is Expertise Dead?

May 19,2017 / Book reviews, Clear thinking, Thinking Books

I’ve just finished reading The Death of Expertise: The Campaign Against Established Knowledge and Why it Matters, by Tom Nichols. …

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Verbal Confidence

Apr 27,2017 / Expression

In my last blog post, I wrote about the foundations of confident communication, the factors that prop up the confidence …

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