The online dictionary defines CHOICE as the act of choosing.  It defines CHOOSE as to select freely and after consideration.
That same dictionary defines DECISION as: the act of deciding, and DECIDE as: to make a final choice or judgment about; to infer on the basis of evidence: conclude.
You may be thinking those are very similar.  [...]

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Remember that 1980’s TV commercial for that Milton Bradley (now Hasbro) game called Life (or The Game of Life)?  I’m talking about the one where the woman comes to a fork on the game board and says, “Decisions, decisions.  Oh, Pay Day! Lawyer’s salary!”
Maybe it’s an obscure reference, yet the point is the same.  We [...]

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Ever hear that expression?  Be careful you get what you wish for.  Who thought it up?  What did they mean?
One way to explain it might be that it was first uttered when someone else said they wanted something nasty to happen, like “I wish he would just drop dead!”
Another way might be that a person [...]

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It’s quite possible that you don’t know what an objection is.  In other words, the terms “objection” and “objection handling” are typically used by trainers, speakers and coaches rather than salespeople.
So, let me tell you our definition.
An objection is any question or statement from the client, that if answered/handled properly, can lead to a signed [...]

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In my last blog post, I went over the words I coached my partner, Christy Crouch, to commit to removing from her vocabulary.
For the detailed explanations of each word, please look back to my previous blog titled Sticks and Stones.
The general reasoning, however, was that each word sapped Christy of her power.  They made sales, [...]

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Sticks and stones can break my bones, but words will never hurt me!
While I agree with the premise…don’t take what people say to heart…I think there are many words that do hurt us.
However, those words are words that we, ourselves, use…either in speaking or thought.
In Christy Crouch’s last blog post, she mentioned that I coached [...]

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Right now most of us are watching, or at least keeping up with the Olympics, right?
We are all amazed at how great these athletes are and how smooth they seem to perform.  You see their coaches in the background intently watching their every move.  And, we even get to hear their personal interviews about [...]

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If you don’t know, my partner Christy Crouch and I are both on LinkedIn, which is a business networking site.  One of the cool things about that site is that they have a Q & A section, where you can either ask a question or answer questions related to business.
One person asked if outbursts in [...]

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Last post I talked about how we play the victim in our lives, relationships, business, etc.  And, it’s quite possible that the little voice in your head is saying some pretty nasty things about me because of it.
“I’m not playing the victim!”  “Who does he think he is, telling me what I’m doing in my [...]

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You’re a victim.  We all are.  Or at least we think we are.
Everywhere we go, we play the victim to other people, other things and other circumstances in our business and our life.
We play the victim all the time, and we don’t even know we’re doing it.  We think our interpretation is the correct interpretation [...]

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