I bought a new car from a dealership and lived to tell the story.
I bought a new car from a dealership and lived to tell the story. Yesterday I bought a new car for the first time in years. Twenty-four hours later, I still sit in disbelief at the fact that the traditional automotive sales model is going to lose. It must! Their...
How good CEOs make personal connections with employees
When employment rates are so high, and the demand for experienced talent far exceeds the supply, the pressure is on CEOs. The need to create magnetic cultures that speed recruiting, maintain low turnover rates, and have employees recommending their organizations to...
Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals
Negotiating transparently? Turns out it’s a thing. I’ve always felt like sales negotiation was broken. It was always counterintuitive to me that we care about trust only until the client says “yes”. Then, the techniques we learn to negotiate with come from hostage...
When “Transparency” Goes Wrong
I’m often asked, “When does transparency go wrong?” The simple answer is – there’s a difference between positioning your solutions as being (as Tyra Banks calls it) “flawsome” versus positioning as though you suck. Remember, when a website is acting as the...