So I’m crouched on my knees in a tiny little airplane with the engine roaring in my ears and my heart thundering in my chest. Also, I am shackled to a man who I have known for all of 14 minutes and into whose hands I am about to place my life. The plane climbs…

Three very important Es Always listen to understand, not to wait for your turn to talk. Don’t be afraid to take thoughtful pauses. Bounce back what you have heard for clarification “So if I heard you right you mean…” For bonus points connect it to something you know is happening specifically for the customer or…

For anyone in sales (or just about anywhere else for that matter) a big part of what we do is storytelling. This is not by chance. Stories transcend time, geography and language. The most memorable stories we tell endure because they engage our emotions. Ghost stories evoke fear. Success stories inspire us. Bedtime stories make…