Don’t bundle. When you call a plumber, the plumber doesn’t say, “And while I’m there fixing the drain, I can also caulk the tub and regrout the tile.”

The more you cater to what’s in it for them, the more successful you’ll be in holding their attention.

“How do you know it shouldn’t have been 34 percent?”

You derive objectives from the buyer by asking intelligent questions, and not stopping until you have plumbed all available responses. Here are 10 examples of questions: 1. What is the ideal outcome you’d like to experience? 2. What results are you trying to accomplish? 3. What better product/service/customer condition are you seeking? 4. Why are y

It means that the road to celebrity isn’t paved with gold or good intentions, because it’s a road you create yourself.

When you do find legitimate circumstances for an alliance and a high-potential partner, consider a formula like this to distribute income:

There are always business outcomes, never deliverables or inputs. They describe a component of an improved client condition. Hence, these cannot be inputs, because a training program or a focus group does not improve the client’s condition, per se; it merely costs money!

Don’t mistake your need for affiliation with a need for alliance.

A consultant is someone who improves the client’s condition by providing skills, behaviors, content, advice, experiences, and other factors unique to that individual over a designated time. The consultant is a peer of the buyer and creates assignment parameters in consultation and agreement with the buyer. The consultant provides intellectual capit