The value of a service always appears to go down quickly as soon as those services have been performed. The value of any material object you buy may go up in value over the years, but the value of ... [ more... ]

People buy for their individual and personal reasons, not for the reasons the salesperson's (or the organization's) marketing department think they should. You cannot turn a poor prospect into a cu... [ more... ]

Dear Joan,

I am an admirer of your column and read it every week. I think it is a column many can relate to, and you give excellent advice. I am now in a position where I need your advice... [ more... ]