I’m walking up to the Travis County Courthouse, and I have plenty of time. I parked the car, paid for the full day at the meter, and have everything I need for my presentation in about an hour. As I’m approaching the entrance, something starts to feel… off. The building looks like a jail, not a speaking venue. The security
What does intimacy have to do with the Ethical Sales Institute (ESI)? Everything. At ESI, we teach that sales expands far beyond transactions — they’re about trust, connection, and transparency. And that foundation is built through intimacy. I’ve been practicing the art of leaning into difficult conversations for decades. But when I met Julian in 2016, all my intellectual understanding
I’m watching a video recording of a pitch deck for a potential business opportunity when something stops me in my tracks: “In our meetings, we don’t allow for any toxic energy.” I rewind to listen again. The statement is firm, unwavering: “We don’t allow toxic energy.” And I can’t help but wonder — what do they mean by that? Are
“Care about people’s approval and you will be their prisoner.”~ Laoz In my work with my clients, I help them uncover and transform behaviors, beliefs, thoughts, and more that are the drivers of how they uniquely relate to others. This often includes patterns of people-pleasing, which is a common habit for many caring individuals. These patterns impact business and corporate
Silence actually isn’t empty; it’s full of possibility. In sales, relationships, and even casual conversations, silence is often undervalued. We rush to fill pauses, affirm what someone is saying, or interject with little noises like “mm-hmm” or “yes” to show we’re listening. What if true connection — and even transformation — lies in not doing that? Silence, when used intentionally,
“People pleasing pleases everyone but the pleaser.”~Sanjo Jendayi In previous careers, especially as an employee, I found that my survival relied on people-pleasing to avoid discomfort or rejection. I went along with everything my boss asked for or said, basically (and bluntly) sucking up to them. I did this regardless of my own thoughts or perspective. I believed they would
“Trust is the glue of life. It’s the most essential ingredient in effective communication. It’s the foundational principle that holds all relationships.”~Stephen Covey Perhaps the most fundamental quality a client seeks in an expert is this: trustworthiness. “Can I trust this guide/coach? Are they trustworthy?” Feeling trust in someone often means you feel safe, which highlights the importance of safety
In our current standard of transactional business – where competition is often so fierce that a “normal” day can feel like the business-card comparison scene from American Psycho – there is a unique group of individuals whose approach to business interactions stands in stark contrast. These unique individuals are the Highly Sensitive People (HSPs), and they possess a superpower that
Why People Say NO And Why We Love It When They Say It Are you concerned about objections from potential clients? Do you worry about getting a “NO” in your sales conversations? Then you’re going to love our paradox! I’ll show you why: One of the key differences between Ethical Sales and most Traditional Sales is that we do not
In Ethical Sales Conversations… And Why We Love Them Please reflect for a few minutes on… how do you currently handle receiving a “no”?Do you feel the pain of rejection? Or something else? “No’s” come in a number of varieties. And when you are implementing the Ethical Sales Process (ESP) in your sales conversations, they are a reason for celebration
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