Category: Communication

Frustration Is A Useless Emotion


Sometimes wisdom comes from unexpected places. Like the title above. Last spring I watched the Stanley Cup playoffs and in particular the Nashville Predators. I watch them because Mike Fisher is from Peterborough, I like his uncle Dave and father Jim and because Mike… Continue Reading “Frustration Is A Useless Emotion”

Fast or Slow. Yes or No.


In sales, there are four clear possible outcomes.  They involve a 2×2 matrix with the axes as Yes/No and Fast/Slow.  Every salesperson needs to understand the realities. Fast Yes.  The very best condition.  The goal of all presentations. Fast No.  The second best condition. … Continue Reading “Fast or Slow. Yes or No.”

What Business Are You In? II


“What business am I in?” is the most important single question you can ask yourself.  If you fail to get this right you will spend time working against your customers rather than with and for them.  Not because you do wrong things, but because… Continue Reading “What Business Are You In? II”

Experience Is A Risk


If you think of culture as the set of rules that work in a given place at a given time, then today, we are all changing cultures and doing so rather quickly. Sometimes the old way work better, but you cannot be sure. You… Continue Reading “Experience Is A Risk”

Power and Influence


Recently, Seth Godin pointed out that you don’t own attention or trust or shelf space. You rent it and it has a cancellation clause. As soon as you behave as if you own it, it goes away. Power and influence are transient too. You… Continue Reading “Power and Influence”

Student 1, Professor 0


Some years ago, a learned university English professor was explaining the meaning of a Margaret Laurence novel to an undergraduate class. One of the students objected to his position and was caustically put down. The next week, the same student raised her hand and… Continue Reading “Student 1, Professor 0”

A Disturbing Question


All life insurance salespeople regularly meet people who are delusional about how much capital is needed to replace their career earnings. According to LIMRA, in Canada, insured husbands have enough life insurance to replace their income for 4.1 years, and wives for 4.6 years.  What… Continue Reading “A Disturbing Question”

Never Ask Why


Why is a power question. Why demands that the other person rationalize their behavior or result. It is never positive. In some, maybe many cases, it will cause your client to shut down. The most common users of “Why?” are authority figures or ones… Continue Reading “Never Ask Why”

What Is A “Good” Financial Plan?


I have been trying to understand the point of a financial plan for the last month or so. I have come to the conclusion that only a few people know and I am not certain that I am among them. I have talked to… Continue Reading “What Is A “Good” Financial Plan?”

“You Are Gifted” Is Not a Compliment


Derek Sivers is someone you likely have not heard of. You should find out about him. He started and built and gave away a successful business. His self statement “I make useful things, and share what I learn,” There is some good material here.… Continue Reading ““You Are Gifted” Is Not a Compliment”

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