Defining the Perfect Principal


“Perfection, like beauty,” we’re told, “is in the eye of the beholder.” We all agree but don’t reflect on the lens. What is this mind’s “eye,” the eye that spies the perfect spouse, the perfect family, and of course the perfect life? For “reps” the perfect search is for the perfect principal. How is that perfection imagined?

New Year’s Resolutions reveal that over the year, we’ve gone off track, and they highlight the asymmetry between reality and our often self-defeating “eye’s” vision. Better choice: Look inside, adjust, accept — then define “your perfection.” Define yourself and your business first! The … Read the rest

Asking the Right Questions?


How to plan ahead so you can ask the right questions of customers and principals.

Alice asked the Cat, “Which way ought I to go from here?” The Cheshire Cat responded that “…depends a good deal on where you want to get to.” Alice immediately understood questions were not always the right questions. Questions mark and illuminate the terrain we can’t yet see. They guide us along the turns and rocky inclines to the journey’s end. Asking questions exposes and reveals. However, the questions aren’t necessarily obvious; nor the answers quickly given or true.

Questioning is the prequel to selling. … Read the rest