Eleven thoughts: The best way to criticize is to suggest how to make it better. Saying, “I don’t know,” makes you more relatable and likable. Don’t hesitate to invest in yourself. A course, class, a new skill. These tiny expenses pay big dividends. The best way to win an argument is not to argue. You can understand someone without agreeing with them. If you want to be better at sales, ask customers why they bought. Learning how to make people feel understood is a superpower for forging strong...

Jenna and I are hiking in the Grand Canyon. We’re on a trail called South Kaibab. It’s akin to hiking a mountain in reverse. You breeze down into the Canyon,then regain the elevation you lose going up. “Going down is optional. Going up is mandatory.” At Ooh Aah Point, 1.8 miles down, Jenna wants to turn around. I want to go to Cedar Ridge, which is 3.1 miles down. Convincing doesn’t work:“It’s only another mile.”“The views at Cedar Ridge are spectacular.” Nobody wants a TED Talk on Cedar...

I once met a sales master at a triathlon. He wasn’t your stereotypical salesperson. He was relaxed.Laid back.Chill. Here’s the story. I was at the Ironman Santa Rosa triathlon in California. The event had hundreds of vendor booths packed in a labyrinth of aisles. If you locked eyes with a salesperson for more than two seconds, they would immediately say stereotypical things like:“How are you doing today?”“Can I ask you a question?”“We’ve got a special today. 15% off.” You could smell their...