Imagine two customer service agents, Bill and Megan, who sit on the far sides of a room containing about 200 of their peers.Bill struggles on every call to provide the best care possible, going out of...
The other day I was approached by someone who wants a Webinar speaker, and I am an experienced one, in addition to being a conventional platform type.But he wanted to pay less than my prevailing rate ...
A major benefit of being a full-time consultant is that you get a chance to learn an amazing amount from your clients. In a sense, this is a career where every day you're enjoying a continuing educati...
Whatever you're negotiating, it is essential to gauge the urgency with which the other party wants to or needs to make a deal.When you're buying a piece of real estate, for example, one of the key que...
I teach at UCLA and my Ph.D. is from USC, where I have also taught, so you can imagine how conflicted I am on game day.The UCLA-USC cross-town rivalry has led to divorces, and worse.But this odd strad...
A "close," as you know, is a stylized way of bringing a sales conversation to a positive conclusion. Technically, it is the place at which we ask for approval.We're seeking a yes, but not in a way tha...
Every seller has been afflicted by the buyer who neither says yes nor offers an objection.He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how...
There's a classic number in American musical theater, "Gotta Dance!" that sums up the creative urge.If you're creative, and this doesn't pertain only to writers, singers, dancers, actors, and performe...
Every event whether it's a meeting, party, seminar, conference, charity event, or your high school reunion will have common threads regardless of what it is, where it's held, when or why it is happeni...
The Major Issues Facing General Contractors This issue's focus is on several important issues facing general contractors (GCs), companies "officially" designated by show management to provide lab...