I read something interesting in a Harvard Business Review article written by Edward Bursk: “The act of buying gives the normal person a sense of pleasure. There is a certain feeling of power in being able to acquire things, entirely apart from any anticipation of enjoying the products or services bought. Buying flatters the ego. Certainly vanity is involved particularly when a person thinks he is buying wisely and shrewdly.” These findings are similarly supported in such books as Buy-ology by Martin Lindstrom and Why We Buy by Paco Underhill. There is something pleasing and gratifying in making a purchase, and the more significant the purchase the greater the potential for joy. What is most intriguing to me is where the article goes next: Most sales professionals do not appreciate the strength of this primary desire to buy. They are … Read More…

Mark Twain once said, “Those who do not read are no better off than those who cannot read.” That’s powerful (and convicting). Reading is one of the most profound mind-expanding activities I can think of. Yet so few people do it – it seems to be a dying art. Ask the most successful people out there and they will tell you that the drive for new ideas is worth every second they invest in reading. I tend to juggle several books (in different genres) at the same time. Here’s what I’m reading right now. Influencer (co-authored by several people). This is a re-read for me, and a must for any manager. Talk about affecting change in the people around you – this book is THE authoritative work on the subject.