Candy and dinner
A small child takes the candy now instead of a good dinner tonight. An adult is formally capable of choosing otherwise. In practice, humanity built credit cards, same-day delivery and…
Compromise: virtue or trap?
Compromise is the art of dividing a cake so that everyone believes he got the biggest piece. — Ludwig Erhard “In a good marriage both people meet each other halfway”…
Sales techniques of Egyptian street vendors
There’s a joke about Lieutenant Rzhevsky, who asked the hussars for advice on how to attract a lady. They suggested he first pay attention to the lady or her accessory,…
There’s no money!
“There’s never enough money” is a sentiment shared by almost everyone. There’s a statement, for which a Nobel Prize in Economics was awarded for its mathematical proof, that says: “A…
On Dealing with Objections
Every sales training includes a section on “Handling Objections.” I should clarify— not every training does, mine doesn’t. Why is that? To start, let me remind everyone of the joke…
Tower Defense in the brain
Each of us has an internal defense system against bad news. This system helps us maintain a positive mood, prevents our nerve cells from dying for no reason, and generally…