Negotiating with Eyes Wide Open

English: Nobel Peace prize Concert 2008, Oslo ...

Actor Michael Caine has an instructional video for new actors wanting to improve their craft. The one he showed on Late Night with David Letterman illustrated how to use your eyes to convey weakness or strength.

Caine first blinked his eyes rapidly, about 4-5 times a second. “This,” he says to the camera, “is how you show weakness.” Body language experts say a fast blink rate should lead you to question the person to see if they have something to hide – if they’re covering something up they don’t want you to see. In another context, the fast blink rate could be seen as flirtatious.

“To be seen as a force to be reckoned with,” Caine illustrated, “don’t blink. The longer you can hold your eyes open, the more intimidating you become. The more aggressive. Someone to be feared.” Like you’re able to penetrate someone’s soul.

Could help in a negotiation?


Cold Calling Works? – Prove It!

From the Introduction:

Salespeople don’t want to know how to cold call better. They don’t want to cold call. Period.

Cold calling is only 20% skills. Getting yourself to do what you don’t want to do because it needs to be done is the other 80%.

This book is about the 80%.

There are only two reasons you should be reading this book. One: to increase your sales. Two: to do what needs to be done.

And there is only one reason to cold call – because it works.


The story begins when twenty-year experienced salesman-turned-entrepreneur Boston Reed seeks the counsel of S.O. Crates to help him get his new business off the ground. Specifically, how to find new business by cold calling. Boston thinks that cold calling is dead. This is the 21st century. There has to be better ways to find new business. But since he has little working capital, no marketing department, and no advertising budget he will try anything to save his business and his job.

To learn more and to order this book visit

Keep Your Purple Heart – I’m Outta Here

purple heart

Seattle. South industrial area. Winter. Fog. Cold. Dark. Miserable.

Approaching the graffiti scarred, dilapidated building in the rough and tumble, mud and gravel district of our Emerald City doing my cold calls, I didn’t fail to notice the chain linked fence topped by razor wire. I would have noticed the deadly wire anyway without the barking German shepherds scaling the fence to draw it to my attention.

Approaching the mangled, war-torn door that must have been brought over from a 15th century Highlands castle that suffered a stinging defeat by the Huns – strong enough to stop the bowman’s strongest arrow then, thick enough to withstand an RPG now – I (luckily) saw the bright red sign posted (conveniently) at my eye level.


Forgetting to Kevlar up before leaving the house that day, I crudely channeled Shakespeare:

Neither a solicitor
nor a survivor
will I be.
For with my feet
I’ll beat a retreat
to fight another day.

Are you packing?: It pays to read. And trust your gut. Choose your battles wisely. You’ll face them every day.