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It is rare to find someone thinking. Sure, there are plenty of people who can react. That is the norm. Instead of depending on charisma and last minute work, what if you thought through a true selling process? What if you thought about what the ultimate buying experience could look
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Being in the age of speed means we are all moving fast and having to shift attention continually. It is hard to execute with depth when we lack clarity. The feeling of being overwhelmed is common. The usual problem is that we are trying to act without addressing what has
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The key about value perception is asking yourself whether you are valuable. If you are not valuable to your customer because: 1. You don't care about their problems 2. You only care about how you make money 3. You don't understand what the real problem is
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Everyone is overwhelmed. This I know from working with clients through thousands of hours of consulting. The information age has entirely new rules and many people are stuck using the training, thinking and methods of the industrial age. The world is only accelerating. You may wish for the good old
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Do you remember recommending that attorney? Or how about that family doctor? Or that mechanic at Leonard’s in Austin? Before making your recommendation, did you do a complete evaluation and check with the bar association regarding how many cases the attorney won or lost? How about the doctor, did
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Traditions and festivities help us do what the relentless pace of modern society does not afford. We can reflect. As Socrates said, “An unexamined life is not worth living.” Reflection is critical for achievement and success. It is what helps us to be strategic and not merely reactive in the
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I have found relationships which seemed to have clicked and moved relatively fast. However, I am not sure I can say that I have made meaningful or true connections without some type of courtship. Thus, dating your customer takes on the same ritual and cadence. Just as it is wreckless
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There is a lot of noise out there today. Every new tool is vying for attention and causing followers to have to adopt them. The social media buzz has business people thinking about themselves - "how do I capitalize on this craze?" rather than how do I bring value
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Leadership starts first and foremost with vision. You have to know what you want and where you are going. Then you have to have people buy your vision. No followers, no leadership. There are those who think they can run a business or survive in an increasingly competitive marketplace with
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Your customer is rarely ready now. They may be ready in time if you remain relevant; however, this takes work and care. Work is in the way you communicate and deliver what is valuable with your prospective buyer. Care comes in the way you own the problems your buyer has.