Stephen Covey wrote The 7 Habits of Highly Effective People.
But he was wrong about one of the habits.
I know…I know…
This is the book that became a #1 international best seller, spawned a $1.4 billion (BILLION!) empire, and inspired millions of human beings to live more effectively (including myself).
So I don’t take this lightly.
But he flat-out messed up on Habit #5.
People (usually salespeople) hire me when they want to get more people to say yes.
So, one of the first things I help them do is get people to say no.
I don’t understand why most sales coaching and training is centered on “yes sets”, “overcoming objections”, and “removing barriers”.
It’s as though “no” were a dirty word.
I recently added a new “magic” phrase to my sales interview that has revolutionized my entire approach to selling my services.
Here it is: Continue reading
My TEDx talk is based on the following premise:
- The biggest problem in the world is not being able to motivate people to action.
- The core of being able to motivate people lies in human connection.
- Human connection is a skill that is disappearing from our culture at a shocking rate.