Harlan Goerger

Negotiation Preemption to Win

95% of Negotiations Can be Preempted! Now that is one H#*l of a claim! But it is the truth. By understanding a few key points a salesperson, manager or negotiator can eliminate 95% of the negotiations they get caught in. In the book Business Expe... Read >

Procrastination, the How & Why

Five Steps to Eliminate Procrastination I wonder if there is ever a day that one is not tempted or faced with Procrastination? I struggle with it, I know others struggle with it and some seem to embrace it! The challenge or course is nothing gets... Read >

Gratitude, Perfect Mind Food

Utilizing Gratitude as a Self-Confidence builder. There is not doubt that our attitude has an effect on our outcomes. Continually being negative, seeing the bad side of things will limit our outcomes if not eliminate the good in ones life. At the same ... Read >

Do This and Lose Sales

Focus on products lose Snow Tires sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the sl... Read >

Why Can't We Change

How Comfort Keeps Us From Success It's November and soon Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever. All we have to do is set our specific goals, have a plan and execute! ... Read >

Making your 2010 Goals Work

Overcoming the Avoidance Motivators In the last article, the reason most goals do not work was uncovered. (Why We Can't Change) This article will give you specific steps to overcome those barriers and accomplish more in 2010! Interested? Read on…... Read >

Relationship Selling, So What Is A Relationship

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter. I have no problem with the idea of "Relationship Selling", my only question is. "What is th... Read >

Walking on Thin Ice, is Your Career Secure

Earlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch. Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do ot... Read >

Body Language, How is Yours

The scenario: You have an appointment with a major client. The potential need is there and the match is right for your product. As you walk into to meet the client for the first time, you're not sure you really like or even trust this person. The conv... Read >

Michael, Farrah, Ed and Your Sales

The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The... Read >

Top Salespeople Avoid Commodity Selling

Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper? The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and ... Read >

Five Keys to Controlling Time

Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either. This is not an isolated situation, rather it is happening more often than not to more ... Read >

The Creative Exectutive

The Creative Executive What the CEO can learn from a 10 year old We're at 30,000 feet and heading South to Florida for some R&R as well as business. The young lady next to me has a very interesting book that many CEO's might benefit from. One pag... Read >

Flood, Fear & Prospects

Floods, Fear and Prospects How our emotions affect our decisions It's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its s... Read >

Life Without Leaders

Life without Leaders Can groups function without leadership? One of my connections on LinkedIn posed an interesting question that got me thinking. Can a Leaderless Organization Succeed? It really got everyone thinking about wha... Read >