#46 – Your toughest opponent in your sales negotiations?It's you.And it has to stop, if you ever want to stop underearning for good.Here are a few questions to help you determine whether you negotiate against yourself when trying to close a deal.Do y...

#45 – The real reason setting boundaries feels hardIt's not you – it's them.If you've been "educated" (like I have) to feel responsible for other people's feelings, setting boundaries feels like a horrible thing to do.Whenever you try to set boundari...

#44 – Are you trying to help or is this contempt?The line between contempt and helpfulness can be blurry.A few months ago, a business deal I was working on with another coach and her business partner fell through.I offered to conduct a 'retrospective...

#43–Why do we "hate" selling, really?Selling is leading (in a way). When we choose ourselves to lead, it’s like declaring to the whole world that we believe in our ability to take on a higher level of responsibility. As we do that, the Ghost of Need...

#42–Why do we "hate" selling?"I don't want to be pushy," my friend A.K. responded when I said she'd make a terrific sales consultant.Why do most people hate selling? What do they think selling is really about?In my job demonstrating coffee machines,...

#41–Who inspires you to expand yourself?My son (19) started his first real job on Monday, and because it's a sales job, I was nervous about how he'd be able to deal with rejection.I'd been coaching him a little before he started–"don't take it person...

#40–Is it frugality or self-deprivation?"I don't want to feel like a poor child."That's what my father responded one Christmas Eve when I confronted him about always buying excessive amounts of food for that night's dinner.I got it. He grew up in pos...

#39–How does the Ghost of Time Indifference keep you stuck?You want something very badly. And yet, you don't take action. Sounds familiar?Take me, for example.Once I decided to close my business and committed to building wealth instead of merely trad...

#38–Do you remember who you are?You know who you are. But do you always remember?I am a writer.At three, I "wrote" stories on a blackboard in my room, and I read them to my toys.At seven, I very badly wanted to write a book, although I couldn't under...

#37–When has your fear become pain in your body?Have you ever felt a fear so intense that you became physically ill?Shortly after incorporating my business in Spain, I was referred to the Head of HR & Talent Development at the largest Spanish ins...