Why We Do What We Do, Part 3: Your Emotional Origin Story
In the previous two posts, we talked about why you should know your reasons for what you do and then how to uncover them. Now comes the “what”, as in, what should I do with this now? The underlying emotional reasons are good to use in casual conversation....Asking for the Referral
My sales coach, Joe Marr, has a great system for asking for referrals, called CAPS. The general idea is that you focus on some particular aspect of your target market which, when specified, is sufficient to trigger a listener’s associative memory. Asking...Networking When It Doesn’t Matter
The thought of actually attending a networking event fills many people with dread. After all, you are basically putting yourself in a place where you will be talking with strangers — in direct contradiction to the instructions your mother gave you from the time...
