Clueless: How I Stumbled Onto the Secret of Selling

Sep 10,2010 / Sales, Uncategorized

I didn’t start my career wanting to be a salesperson, or to be in the business of persuasion at all. …

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Who Do They Think They Are? How to Make Persuasion Last

Sep 8,2010 / Leadership Communication, Persuasive communication

One of the key themes of Practical Eloquence is that it is far, far better to get people to do …

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Unlocking the Value

Sep 6,2010 / Sales

The next step is to get the right people in the customer’s organization to agree to the value. So, the next two critical selling words are: “HOW MUCH?” And, just as we saw that there are many ways to differentiate when you take a broad look at the offering, we will also see that there are many ways to assign value to these benefits.

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Book Recommendation: Confessions of A Public Speaker by Scott Berkun

Aug 31,2010 / Book reviews, Presentations

I resisted buying Confessions of A Public Speaker because I know how unglamorous the life of a speaker can be, and …

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There Is No Such Thing As a Commodity

Aug 29,2010 / Sales

There is no such thing as a commodity. Whenever I make this statement in a classroom, it’s usually good for …

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