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...

Mark, a friend from High school, called me a couple of months ago and asked for help. ”It happened to me again”, he said, ”and I don’t know why!”. Mark was in the middle of negotiating with a potential new customer. The discovery call and demo went well, both parties generated great results in the w...

 This is a very frustrating moment that definitely happens too often. Here is good news. This situation has one simple reason why it happens and it is very easy to fix. However, like all good things in life, it comes with some ”bad news” too. The fault of failing lies with the sales professional onl...