The Weight of Pain

You’ve seen the ads for the designer pharmaceuticals, haven’t you? The ads promise relief for a myriad of ailments, and…

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Finish Listening

(NOTE: This article is written specifically for salespeople and framed in that discussion. However, there is a strong application to…

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Bare Adequacy

Several years ago I read a book by Psychologist Mihaly Csikszentmihalyi entitled, Flow: The Psychology of Optimal Experience. I found…

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Strategic Discovery

In a strong market, the sales process is almost surreal. The conversation is heavily lop-sided; the salesperson does the talking…

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