• They’re boring.

If the people you keep closest to you do not fundamentally see, respect, appreciate, and love you for who you are, you may find yourself unconsciously seeking personal attention in professional situations. This may cloud your

watch a protagonist struggle for two hours. If we like the character, then we’re invested in seeing the character succeed. If we don’t, we’re not.

3. Just say no. The most powerful and effective nos are the least complicated. Say no politely and leave it at that.

that you have something the referrer wants. This something is the chance to do the buyer a favor.

Assume That Something Has Changed

security of client records. J.J. asked two additional questions: “What is the ultimate goal of this project for you?” and “Of all of the goals you have listed, which one is most important to you?” Her answer: She wanted to

• When you believe that you’re ready to move on from one stage to the next, give the buyer the opportunity to lead the transition. For example, if you’ve gathered enough

complete his pitch in seven minutes. He also decided to use several statistics in his presentation that the buyers had probably not heard before.