how to sell

Influence, Teenagers, and False Eyelashes

The other day, my teenage daughter asked me to buy her false eyelashes. When I asked her why she wanted them, she said, “It’s for my school camping trip with my classmates.” Of course, I said, “Why in the world do you need fake eyelashes to go camping?!?” I don’t remember her answer. What I [...]

“Blue Collar” Sales and Selling

Most people who get an Ivy League MBA do so to get a coveted job at a consulting firm, investment bank, or in industry. They aspire to be a McKinsey partner, a Goldman Sachs partner, a startup CEO or a leader in industry. Many get an MBA to avoid the most “blue collar” of professional [...]

Getting What You Deserve...

When I started my career, I was under the impression that in the workplace you always get what you deserve. I was naive and wrong. There are plenty of deserving people who never get the credit, promotion, or raises they deserve. Perhaps you can relate. Many years later, I realized the following truth: You don’t [...]

Leadership = Selling Your Ideas

I once heard somebody say that Leadership = Selling. It struck me as odd because I had never heard somebody say that before. While the reverse is not true (selling is not always leadership), I’ve come to the conclusion that leadership is very much about selling your ideas. If you want to build a great [...]

Getting What You Want

Much of getting what you want in life involves getting what you want from other people. Do you want a job? You need to convince the other person to give you one. Do you want a promotion? You need to convince your boss to give you one. Do you want a higher income? You need [...]

Learning from My Mentors

My favorite question to ask my teachers and mentors is “who are your teachers and mentors?” I thought I’d introduce you to one of my teachers. I first met him when he was 24 years old and possessed an incredible amount of knowledge, wisdom, and experience — far surpassing his biological age. He dropped out [...]

How to Get What You Deserve

In a traditional academic environment, your performance is measured by some kind of exam. If you perform better on the exam, you get a better grade. If you performed worse, you get a worse grade. For the most part, in a school environment you get the grade you deserve. However once you get out in [...]

Leadership vs. Salesmanship

Most of the elite business schools see themselves as training the leaders of tomorrow how to be better leaders. Many business school grads seek out careers in consulting, investment banking, or technology. The goal of the first two career paths is to become a partner or managing director. The goal of the latter is often [...]

"Daddy, I Don't Want to go to School!"

The other day, one of my daughters said to me, “Daddy, I don’t want to go to school.” What happened next was that she tried to convince me why I should allow her to stay home from school, while I tried to convince her why she should go. In other words, she was trying to [...]