Practical Value

Communicate a clear picture of the value of the solution you established in the selling process. The right buyer can usually “find” the money if the value is too strong to pass up—if the solution you’ve proposed answers their needs especially well.

Most times when buyers say, “Your price i...

Book value gets a lot of attention these days—perhaps because it’s such an easy number to find. You see it reported everywhere. Popular computer programs can tell you instantly how many stocks are selling for less than the stated book value. People invest in these on the theory that if the book v...

What we are passionate about is often superficial, but what we value, we can do no matter how difficult the circumstances, because we derive meaning and value from it. It is different from a compulsion or an addiction.

We need to ask three questions to direct our energy:

1. What ...