We all assume others see the world the way we do. That simple mistake fuels conflict, kills trust and blocks opportunity. Learning to stop it is not optional, it is the skill that changes everything.

The Core Principle: Egocentric Bias 

Egocentric bias is our natural tendency to see the world p...

Uncovering customer pain points ultimately affects your sales results. On the one hand, they are the key to why a customer needs to negotiate with you. On the other hand, the same pain points are the reason why many sales discussions are not successful.

Imagine you are in pain and you don't know wh...

We all know this phenomenon but often we don't understand it. Prospects leave their contact details and the consent to be contacted before downloading a special PDF or eBook created for a very specific problem. However, these so called "hot leads" react very cautiously or not at all to the contact a...