standard The Deceptive Power of Praise

“Continuous effort—not strength or intelligence—is the key to unlocking our potential” (Winston Churchill). In both life and business there are two views about intelligence; one which believes in the capacity for improvement and another which does not. Carol Dweck is author of the book “Mindset: The New Psychology of Success” and a leading scholar in […]

standard How Benchmarks Might Be Holding Back Your Business

Tony Robbins said, “The single greatest force in the human personality is its need to remain consistent with how it defines itself.” I think he’s right—that we are prepared to take any and all measures to ensure we reach or obtain our minimum standards. For instance, if you regard yourself as an A student and […]

standard Why Scare Tactics Make for Bad Sales Tactics

Nothing chokes the life, love, and respect from a deal quite as vehemently as scare tactics.  Seriously, if someone attempts to “sell me” with scare tactics, it makes my choice so much easier—“NO!” Any mild interest simply melts away and I go cold. Whether it’s a product, service, or contract that seems like a relatively […]

standard Why You’ll Never Be Good With Words

Emily Dickinson wisely said, “A word is dead when it’s been said, some say. I say it just begins to live that day.” I happen to agree. Like living organisms, ideas—through words—are implanted in the hearts and minds of people, where they live out their days. Words have the power to grow one’s confidence higher […]

standard EQ Your Role in the Workplace

If you have any experience with music or production, you’ve probably stumbled across what’s called an “EQ.” If not, it’s a boxy-shaped device, usually found near a soundboard, that’s equipped with roughly 32 adjustable faders to fine-tune the frequencies of a room for its optimal acoustics. Every room reflects sound differently and varies depending upon […]

standard 5 Apps to Amplify Learning

Leonardo Da Vinci said, “Study without desire spoils the memory, and it retains nothing it takes in.” Growing up, I don’t recall having had too much of an interest in school. While there were some subjects or teachers that peaked my curiosity, I was pretty well guided by my own interests—namely the guitar. In fact, […]

standard The Efficacy of Efficiency

It is dangerous to assume what is true today will be true tomorrow. Consider a business process or system you’ve seen in the past—any system will do. If you look at it closely, you’ll realize that system is simply a response to manage a given set of conditions. So, if the conditions change, shouldn’t the system […]

standard Blinded by Suspicion

The pungent reek of fuel permeated the cabin of an old-fashioned propeller plane while we taxied around the runway in arbitrary circles, much like exhausted parents driving a sleep-resistant baby up, down, and through the neighborhood. Then, all of a sudden, a hush filled the cabin as everyone strained to hear the pilot’s voice over […]

standard Embracing Idiosyncrasies For Better Business

There’s no such thing as Starbucks. That’s not meant to be taken literally. I might as well have said there’s no such thing as Coca-Cola, and my point would be nearly the same, which is, that producing a uniform service or experience is practically impossible. Say you buy a Starbucks coffee one morning and it […]

standard 4 Services Sellers Demand that Can’t Be Guaranteed

In this business, trust and expertise are interdependent. The basis of the client-relationship, that is, the exchange of value, is the agent’s ability to assist the client in achieving his/her goal(s). However, without trust, what amount of confidence does the client actually place in the agent’s expertise? Very little, most likely. Genuine acts of service, […]