Theory      Our life is shaped not only by what happens to us but also by how weinterpret what happens. Two people may experience the same event.One sees it as a failure. The other sees it as a lesson. The event is thesame. The interpretation is different. This simple yet profound ideaforms the foundation […]

Theory  A panic attack is one of the most intense emotional experiences a person can face.It often appears suddenly, without warning, and can create an overwhelming senseof fear. During a panic attack, a person may experience a racing heart, rapidbreathing, chest tightness, dizziness, trembling, sweating, or the frightening feelingthat something terrible is about to happen.

Theory         Every day, we communicate with hundreds of people. We speak to our family,colleagues, customers, friends, and strangers. We spend years learning how toimprove our communication with others. Yet, very few people pay attention to the most important conversation of all—theconversation they have with themselves. This silent dialogue is known as

Theory There was a time when salespeople succeeded because they possessed informationthat customers did not have. Today, information is available at everyone’sfingertips. Customers research products, compare prices, read reviews, and oftenknow as much about a product as the salesperson. In such a world, customers no longer need someone who merely informs them.They need someone who

Selling Transformation Instead of Products Theory       People rarely buy products because of their features. They buy products becausethey believe those products will help them become someone different .A personbuying a fitness program is not purchasing exercise routines. They are buying theidentity of becoming healthier. A company investing in leadership training is notbuying

Theory     One of the biggest misconceptions in sales is the belief that customers buy thecheapest product. In reality, customers buy what they perceive to be the best value. To understand this, we must understand the concept of the Price–Value Gap. What is Price? Price is the amount of money a customer pays for