Surfacing an unreasonable requirement

Scenario: You're at the point of signing the contracts,when the prospect demands a steep discount. Example: "My boss says that if don't drop the price 25 percent, the deal is off."
The worst thing at this point is to give the discount, because then you've told the prospec...

The Aikido pattern is very seductive, but it requires a lot of courage. If you want to use your competitors’ strengths to turn the business upside down, you really need to think outside the box. This pattern can work in any industry.

You mu...

Working day and night while neglecting yourself isn’t just bad for you, it makes you less productive and creative. It harms social relationships and strains your work relationships. Providing yourself with the space you need to be healthy, relaxed and well-rested, improves your focus and your cap...