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...

 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...