Sell Dreams, Not Products

Sell Dreams, Not Products

When Steve Jobs launched the first Apple retail store, he made a statement that has inspired Apple's messaging ever since. Jobs said, "People don't just want to buy personal computers; they want to know what they can do with them." Great communicators don't sell...

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Ruth Bader Ginsburg Gave a Law Clerk 3 Tips for Good Writing

Ruth Bader Ginsburg Gave a Law Clerk 3 Tips for Good Writing

In one short sentence, Ruth Bader Ginsburg taught one of her law clerks the secret to strong writing. Ginsburg said: "Never use four words when three will do." Ginsburg was a precise editor, says UC Berkeley law professor Amanda Tyler. Although Tyler worked for...

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Elon Musk’s Simple Presentation Hack to Grab Attention

Elon Musk’s Simple Presentation Hack to Grab Attention

Elon Musk delivered a highly-technical presentation last week about battery cells, gigawatt-hours, and electric vehicles. It was the type of presentation you'd expect from the Tesla founder. But then he dropped a surprise. "What does this mean for our future...

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Start a Successful Negotiation in 2 Words

Start a Successful Negotiation in 2 Words

Start a Successful Negotiation in 2 Words Great leaders build rapport, trust, and commitment If you run a business, your people are looking to you for guidance in a moment of crisis. Your words make an impression on your team, partners, and customers. According to a...

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How to Persuade Someone in 50 Words or Less

How to Persuade Someone in 50 Words or Less

I don't play tennis, but I was captivated by a book about the tennis champion Maria Sharapova. I was sold on it after reading a 50-word pitch in The New York Times. When a reporter for the newspaper interviews an author, the last question is always the...

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How To Present Like An Apple Exec

How To Present Like An Apple Exec

This week's Apple Worldwide Developers Conference was notable for its format (virtual) and its announcements (hundreds of new features covering the entire product line). The Apple keynote also had something for anyone creating and delivering a business presentation--a...

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Who to Trust in a Crisis

Who to Trust in a Crisis

Avoid listening to people with ‘chauffeur knowledge,’ advise billionaires Warren Buffett and Charlie Munger.   A crisis presents an opportunity to learn new skills and develop new attitudes that will help you become a better leader. The coronavirus pandemic is...

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Being Likable Goes a Long Way In Persuading Others

Being Likable Goes a Long Way In Persuading Others

Years ago, I met a financial executive who had sold the first $100 million life insurance policy. When I asked how he did it, he said, "relationships." You don't "pitch" a $100 million policy, he told me. "If your client doesn't like you, you have no chance."  ...

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 Five Ways To Be The Most Interesting Person In The Room

 Five Ways To Be The Most Interesting Person In The Room

    Use the science of human psychology to leave a positive impression. A lot of people get anxious about mingling at the company holiday party. Some people feel as though they can't relax because they always have to be "on." Others feel like they should approach...

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Five Words That Define Disney CEO Bob Iger’s Career 

Five Words That Define Disney CEO Bob Iger’s Career 

Bob Iger, the chairman and CEO of the Walt Disney Company, is one of the world's most admired chief executives. A lengthy story in the New York Times from earlier this week referred to him as "Hollywood's nicest CEO." In his new book, The Ride of a Lifetime, Iger lays...

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