Category Archives: Uncategorized

Most people who have any sales training or experience understand the concept of selling benefits, not features. However, have you ever considered going beyond both of those and instead focusing on selling change? I recently read “Selling Change” by Brett … Continue reading →

Here’s an MP3 of a short audio program I did a little while ago for Comcast Spotlight. In the audio, I talk about how to use the improv comedy principle of saying, “Yes, And” instead of “Yes, But” to improve … Continue reading →