Many salespeople make the mistake of talking about how great they are and what they bring to the table. If they would simply take a breath, shift their mindset, and instead present ways to help solve...
Mary Kay Ash, the founder of the Mary Kay Cosmetic empire, taught her teams that most people have a sign hanging around their necks that says, Make me feel special. Answer that need in others through...
Most everyone has the classic question stamped on their forehead that asks, What’s in It for Me? It is not a matter of being self-centered, arrogant, or narcissistic; it is simply a natural and instin...
My friend Scott Friedman (ScottFriedman.net) is a motivational humorist who specializes in employee engagement, celebration, and customer service. He teaches organizations that when their organization...
Open-ended questions open doors for new discoveries and opportunities. They encourage others to speak their truths, share their experiences, and express their ideas.
People consider trust differently. Some approach a new relationship with a degree of skepticism and want the other person to earn their trust before it is freely given. Their reluctance is often influ...
People love to talk about themselves. When you provide them with an opening and a platform for them to do so, you will be amazed by how your conversations can blossom.
People who exude these qualities are treasures indeed—not only to the friends they make and strangers they meet, but to the companies who employ them.
Professional Networking The first week I lived in Madison, WI, I sought a local chapter meeting for ATD (Association for Training Development). Having belonged to the same organization in Florida, I k...
Push versus Pull Marketing. Who wants to be pushed around? I certainly don’t. Statements push and questions pull. Don’t you prefer the latter? Questions pique interest and can keep the dialogue flowin...
Socrates would teach his pupils by asking them intelligent and probing questions. By using their critical thinking skills and problem-solving abilities, they could discover the answers for themselves...
Sometimes we break people's trust accidentally. An infraction such as not returning a phone call, missing a deadline, being late for an appointment, divulging a confidence, or speaking out of turn can...
Strengthen your first impressions by making the intentional effort to first earn people’s trust, and rapport will naturally follow.
Take steps to be humble, sincere, and authentic, and apologize if necessary. If a relationship is valuable to you, it is worth your concern and effort to make it right.
Tell me about yourself is one of the best icebreakers and conversation openers you can have. Learn to ask questions using this phrase as the guide. Let the other person do the talking and they will th...
The Gift that Keeps on GivingI once had a lovely real estate client named Jane who was an elderly lady living alone. Her sons lived far away in the Pacific Northwest and she rarely saw them. I became...
The best safeguards you have are to live with dignity, love, and self-respect, and to make choices you can be proud of in the first place. Even as an adult, I still think to myself—what would my mothe...
The romantic notion of opposites attract works well in fairy tales. However, science proves that like attracts like for healthy communication and successful relationships. Social psychologists have lo...
There will be times when you would be wise to err on the side of caution. And rather than making a magnificent misstep, zip your lip and bite your tongue for personal and professional self-preservatio...
Think of fun ways you can connect with your business or social circles. When you’re with your tribe—or like-minded people—they’ll laugh and learn right alongside you.
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