Vulnerability Sells

Remember the show Columbo that featured a detective (Robert Falk) who was very successful by using his vulnerability?   When he had an inkling of who the guilty party was, he would speak to them and then say something like “forgive me, but I am not that smart a man and I really don’t understand how … Continue reading Vulnerability Sells

Validation Sells

If you are a leader or a sales professional, consider that validation is an extremely powerful tool for getting your point of view accepted. I have learned in working with CEO’s that they value validation of current strategies as much as suggestions of what they could do better. You want to position yourself as a … Continue reading Validation Sells

What Did You Say?

When I wrote the book The Complete Idiots Guide to Great Customer Service in 1998, we interviewed the Vice President of Hertz Reservations who shared this story with me. Hertz did a survey of their top customers and found out that they were highly dissatisfied with how long it took to return their cars and … Continue reading What Did You Say?

Why Leaders Don’t Puke

The Life Science Leader writes about how Leaders Don’t Puke. Rather, they lead by vision and find out what’s important to people before they start trying to influence them.  Life Science Leader talks about  how the best organizations teach all of their employees to lead, from the CEO on down.  To read more, click here   … Continue reading Why Leaders Don’t Puke