Objections, Your Honor

Whenever I talk with anyone in sales, this question invariably pops up: “How would you suggest I deal with objections?” Short answer: Don’t do anything objectionable. Long Answer: Take a seat. Objections can take many forms. Maybe it’s about budget. Timing. Needing to talk with a partner before making big decisions. Whatever they’re telling...

Employee Turnover

There’s an entertainer’s proverb that goes a little something like: Don’t believe your own promo. It’s a subtle reminder to keep your head on your shoulders, and not get too carried away with the story of your character at the expense of losing who you actually are. (Plus, if you choose to only believe...

Socratic Espionage

I know one thing; that I know nothing. ~Socrates Socrates was a master at looking like an idiot while being the smartest person in the room. It’s an incredibly effective strategy, and there’s even a term for it: The Socratic Method. It’s the process of asking innocent questions that trap your target before they’re...

Effect First Thinking

When a magician is creating something new, there are 2 parts of the equation. The Effect: What do I want the audience to experience? The Method: How am I going to make that happen? In a good show, the magician puts most of his time into answering the first question as clearly as possible,...

Marginal vs Full Cost

Gregory (Scotland Yard detective): “Is there any other point to which you would wish to draw my attention?” Holmes: “To the curious incident of the dog in the night-time.” Gregory: “The dog did nothing in the night-time.” Holmes: “That was the curious incident.” That’s an excerpt from Sir Conan Arthur Doyle’s “Silver Blaze,” a Sherlock Holmes novel, and it...

Like vs Trust

If I’m going to have surgery done, the single most important factor in deciding who my surgeon is (besides what insurance I have), is whether or not I trust they can get the job done right. I don’t care how terse they are in the consultation. I don’t care that they didn’t ask about...

Stage Name

What I Learned About Personal Branding When I Picked My Stage Name Maybe you don’t need a stage name. Maybe you don’t have thousands of fans who want to track down where you live. Maybe you don’t want to create an entirely fictitious persona for fun & profit. But here’s why you should still care...

Work Life Balance

Work/Life Balance is a Scam. Seems like most people hate their job. Seems like most people hate their life. And it seems like they’re trying to find happiness by finding a balance point between the two. In this way of thinking, however, this hypothetical person is constantly stuck between two weights that are pulling...

New Jobs

Old Game Imagine you’ve spent your whole life getting good at playing chess. Everyone you know plays chess. Your family plays chess. Your dad & his dad before him played chess as far back as you can imagine. Then you hear about a new game, Go. It’s completely unlike chess. The rules are different....

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