The Epistemology of Selling

A great sales conversation is an exercise in epistemology. What? That two-dollar word means the search for shared truth . . . the intersection of knowledge and belief. Buyer and seller come to a conversation with a set of beliefs and things they “know.” As that conversation begins, there is no shared truth. Why? I don’t […]

How I Came To Selling

This is how my journey as a salesperson (and later teacher, coach, and consultant) began. My mother was a teacher. Her parents were both teachers.  My father was a successful and prominent attorney. His father was a self-made man who died wealthy. He made his money as an accountant. He made his wealth investing in […]