The Law of Least Effort in the Zone By Bob Picha I remember it like it was yesterday. The college coach came up to Walt and asked, “Walter, do you do anything fast?” Walt slowly answered the coach, “Ya coach, I tire fast.” Although Walter seemed to move in slow motion, he was the most […]

Minimizing Contact Energy By: Bob Picha Imagine this… you are wearing a pair of magical glasses which allow you to see a person’s energy profile.It is easy to imagine glasses that can see the heat (energy) given off by another body. Well, the magic glasses would actually show the person’s energy profile… how energy is […]

The Power Of Inducement By Bob Picha Of the thousands of professional salespeople I have known, Ed was the closest to moving beyond persuasion to using INDUCEMENT in the selling process. When I first met Ed, he was already a seasoned professional. He looked the part… well dressed… well groomed… and a master at using […]

From Geoff Shaw… I had dinner with a friend last night and the conversation eventually lead to music. He’s an avid music fan. He would love to play the guitar. Here’s the problem… He wants to play like Joe Walsh – NOW. He doesn’t want the stuff that goes before it. The learning. So all […]

“Know Yourself” By: Bob Picha Centuries ago Socrates, a great thinker and teacher, said that the key to living is knowledge. The key to living well is to know thyself. From the beginning of thought, man has been deeply concerned about the explanation of those fundamental activities which are the mainspring of human conduct. (What […]

DISC… A universal language of behavior that leads to the power of self understanding. Dominance Inducement (sometimes referred to as: Influence) Submission (sometimes referred to as: Steadiness) Compliance Almost ninety years ago Dr. William Moulton Marston developed a language for determining and describing individual differences in people, and understanding how and why we do what […]

By Bob Picha Do you really know? Forty years ago I chanced upon something in my business that transformed my life. As a young management consultant, I was looking for a tool I could use when approaching organizational decision makers. I knew I was asking for their time and their attention, both valuable commodities. In […]