Your Customers Are Cynics

[This article originally appeared on the American Express Open Forum] A large portion of my business is public speaking. And I know many others who make their living the same way. But to be perfectly frank, companies are often wasting their money when they hire a speaker. I say this not because there aren’t many […]

How Aristotle Can Help You Sell Better

[This article originally appeared on the American Express Open Forum] I was recently in the market for a new car.  I had narrowed down my list of prospects and went out for some test drives.  At the car dealerships, each salesperson immediately jumped enthusiastically into sharing the features and functions of the cars.  “It has […]

Your Brain Is Killing Innovation

[This article originally appeared on the American Express Open Forum] Humans are the only species that can develop creative ideas. Our evolved brain is our best ally in the search for novel solutions. Unfortunately, the human brain is also the greatest enemy of innovation. But not necessarily for the reason you might believe. We read […]

Why You Should Work With People You Don’t Like

[This article originally appeared on the American Express Open Forum] Contrary to “conventional wisdom,” opposites don’t do NOT attract. While individuals who are different than you might initially seem intriguing, in the long run these differences will invariably push you apart. This fact has been scientifically proven. Science aside, consider your personal relationships. If you […]