Denial is not always a bad thing. Without it, you couldn't function. For instance, if you were hyperaware and hypervigilant regarding all the dangers in the world - from driving your car to crossing the street to eating food that might have contaminants in it to taking medications that have many side effects, etc. - you would become frozen.
Every business needs to get out of their own mindset and into the aspirational mindsets of their customers and clients and create services and products that are beyond their customers' imagination but will be what they 'gotta have' in the future.
I think people don't want to be persuaded. And people don't even like to do the persuading.
When you know you haven't been connecting with, persuading, or getting through to someone, consciously pause before meeting them and say to yourself, 'During this conversation, I am committing to being present and to connecting.'
President Reagan preached 'trickle down economics' but naively did not reckon on the fact that the wealthy would only care about getting more for themselves instead of caring about helping those with less.
Do not go out first thing after signing a contract and buy assets that are huge compared to the contract signed. Just because you have money for the first time doesn't mean you have to spend it before you know all the ramifications of buying the assets.
Salespeople are in the decision business. Their livelihood depends on the decisions of others.
Very often, when you get into a conversation that's more of a debate, you'll pick up that the other person is venting at you. And when someone vents at you, it triggers a reaction. You get defensive and vent back.
