Tips & Tricks

In business, the team that makes the best decisions usually wins. Companies know this, and apply rigorous research and analysis to get to the right outcome. The problem is that the process and facts are often trumped by emotion and bias; and FEAR overwhelms opportunity. This is especially true when companies make buying decisions. Fear…
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Our memories can fail us, and salespeople can sometimes enhance reality. So we need to write things down, especially prices. You’ve already learned this – either the easy way, or the hard way. The problem is that a simple reminder to “get it in writing” is not complete when it comes to business purchases and dealing…
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There’s no question that trust is essential to good relationships, and highly valuable in business. So, it doesn’t surprise me when I hear a sentence like this: “I trust those guys. It’s not worth it for me to switch vendors just to save 10%.” While there’s more than a kernel of truth here, this card…
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What is the definition of a pro? What makes a “professional” professional? A common answer is that professionals get paid. Another is that they work for years at one skill and keep improving. If I told you that I had done something nearly every day for the last thirty years, and that it was a…
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