This edition of Worth More is all about preparation. Preparation as a tool for gaining in-the-moment stability and support; for growing confidence in high-pressure situations that have determinative consequences. Think a job interview, a sales call with a big account, or a new account whose business is important to your bottom line. Also, negotiations of any kind. You want things to go a certain way. You need them to. There’s a lot at stake for you! Most humans, no matter

Sadly, it is not uncommon. Every day of the week you can look on any social media platform and read the laments of individuals who have worked hard preparing their candidacy, readying for their interview, even shopping for new business attire only to be ghosted by the manager with whom they met. It’s not only in the job market. Business professionals and sellers meet with prospective clients every day. They travel across town or across the country, make presentations–even

You’ve studied the job posting. You’ve rehearsed your accomplishments. You know your value. Then the interviewer asks, “Tell me about yourself,” and you deliver the story you’ve practiced. It may be a great story. But is it the one they need to hear? An interview is your opportunity to find out what this employer needs and show where you can deliver. If you spend the whole conversation running through your résumé, you may miss the very thing that would make them want to hire

The topic of value comes up all the time in business. But the question of value almost never does. I think that’s because we take for granted we know what it is. I’m not so sure... When meeting with a prospect--a potential employer or client, we know we need to know our value, be able to articulate our value, demonstrate our value, stand up for our value. But, what is it? Behind monetary definitions, value is something important, cared about, needed. It’s something wanted.

September turns up the pressure. Decision makers are back at work, a clear picture of the year has emerged, necessary adjustments are poised for implementation. What’s more, budgets are being reviewed, the year-end finish line is getting closer and direction for 2027 is taking shape. That sound like a lot! And, it is. September truly is go time! If you hit play back in January or even June, you’ve got plenty of data to assess to be sure you hit your marks. If you haven’t

To quote Oscar Wilde, “The cynic knows the cost of everything and the value of nothing.” This gets us right to the heart of the matter! Whether you’re selling a solution or selling yourself… Value Comes Before the Number A buyer who doesn’t understand what makes your solution stronger has an easy way to compare you with your competitors: price. An employer who doesn’t understand the advantages of your particular experience, expertise and impact you bring has an equally easy

Right now, the economy has everyone a little skittish. Businesses are reevaluating growth targets, hiring, and expansion plans. Winning new business is challenging. As a result the job market is a little soft. Employees are on edge. A less than thriving job market means changing jobs to advance or increase income might take a bit longer now. This is when advocating for your value becomes even more important. Knowing how to best position your skills and achievements and ne

I used to hear people speak about the power of positivity and heard it as kind of woo-woo mumbo jumbo; a new age-y way of getting good things to happen by wrangling positive thoughts and trying to get myself to think them. It didn’t work for me. But, from years of professional experiences, I now regard the subject of positivity in a very different–dare I say positive way. Let me explain. As a business person, a professional, you may not think of yourself as sensitive. But,

There’s still plenty of 2026 left. What will you do with it? There’s something about this time of year. Even long after our school days are behind us, late summer still brings that familiar back-to-school feeling. New shoes. A new notebook. A fresh start. A time to buckle in, recommit, and make those goals happen! Why not put that energy to work on your professional life? August is a great time to reflect on the year so far—and decide how you want to finish it. Your reflect

One of the most difficult things any professional is faced with is dealing with realities outside our control. (In truth, there’s a lot more in this realm than we give credit to, but…) The dog days of summer are one of those difficulties. You have goals you’re trying to achieve, projects you need to finish, programs you want to launch–and no one’s around! Ok, maybe not no one. You’re here. I’m here. But, many of the stakeholders and decision makers you rely on are elsewher

How can you know? Naturally, each situation is different. What’s the same for all situations is the need to ask, to enter into a discussion, to explore. It’s surprising to me how often this is avoided. With the exception of retail stores in the U.S., virtually every other situation where money changes hands, negotiation is appropriate and even expected! I’ve learned from clients that negotiations make them very uncomfortable. Makes sense. Something important is on the li

Do I need to give a discount? There’s a lot to cover here. What we’re talking about is the intersection between sales and negotiation which are indissolubly connected. If you’re selling almost anything there will come a point when you enter into a negotiation about what you’re charging, what you’re delivering, and the quoted price. (If you're interviewing and are being offered a compensation package, you will be the one to initiate this negotiation. And, I hope you do!) What

Entrepreneurs, small business owners, and sales leaders ask me this question more than any other. Am I charging too much or not enough? These are important questions! And even savvy professionals must learn the skillset to find the line—the number that doesn’t leave anything on the table and doesn’t price you out of the opportunity. I’m going to approach this question from fundamental principles that apply to any business. The first thing I'll do is realign the question be

They don’t carry an individual quota. They don’t have responsibility for a specific territory. If you’re an entrepreneur, solopreneur, or founder with one employee or one hundred, it’s YOU. You carry the whole quota for the territories in the footprint of your business. It might not be your title, but you’re a Sales Rep. You certainly know you are the leader of your company! I’m framing your role in this particular way to put a specific kind of attention on it. Here’s th

What it is and what it isn't. We’ve all heard this over and over again: People work with and buy from those they “know, like and trust.” I agree! But I also think this is one of the most misunderstood principles in business today. Know, like, and trust, especially with new prospects has NOTHING to do with your personality. Or very little. Your new connection needs to KNOW you understand their business, their priorities, their needs. They need to LIKE talking and meeting w

What a great question! If how I think leads to how I feel, and how I feel leads to how I act, then it also leads to my success. So, the question “what am I doing?” and the answers we find for it become very important. Important for what? Well…If I’m showing up every day—for my employer or for myself--and I don’t have clear reasons why I’m doing it, I’m headed for trouble. Remember the ebbs and flows of our motivations? Remember the seasons of interest, focus, and motivati

There are times when we sit at our desks and can’t move. Can’t pick up the phone, can’t write an email, can’t start the project. We feel stuck and just can’t get going. Sometimes there's a reason: lack of sleep, personal challenges, a disappointment, or a setback that took the wind out of your sails. And sometimes there isn't. No crisis. No catastrophe. No obvious explanation. Motivation, focus, and determination seem to have slipped away. Here’s the thing: we’re human. As hu

You represent your brand, your own or your employer’s, very well! You meet with clients and new prospects all the time. You present your solution in a clearly positioned way that demonstrates your strong value proposition and solves problems you KNOW these clients are actively looking to fix. Your meetings have been great. Really great. You’ve developed a solid rapport and interactions are professional and congenial. They’ve given you their key areas of interest, the paramet

That’s right. It just isn’t. It helps to remember that. If I want or need someone else's time for anything, it’s MY job to make the calls, take the initiative, and make the connection. I can’t tell you how often ambitious professionals whine about sending messages and not getting response. I’m sorry folks, but that’s what it is: WHINING. And it’s time to stop it already! But, how? The first thing to do is adjust your thinking. It helps to remember what your job is: To mak

Well…depends on what you’re asking for, right? Ask for the job. Ask for the business. Ask for opportunity. There are times NOT TO ASK. What do I mean? If you’re looking for a job or writing a proposal for a prospect, it’s best to make them define the number. This will likely tick some people off. I don’t care. We can let other people follow perceived rules; we’re positioning YOU for your BEST outcome. CASE IN POINT #1: If you’re negotiating a job opportunity and you’r