Selling in Tough Times

Sep 27,2010 / Sales

My friend John Spence is giving a speech today in Seattle to a group of salespeople and asked me to …

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Dealing With Nerves: The Power of Labeling and Reframing

Sep 23,2010 / Presentations

Jerry Seinfeld joked that the number one fear in America is public speaking, and death comes in second. So, at a …

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Excellence Is Not an Act

Sep 23,2010 / Presentations, Uncategorized

“We are what we repeatedly do. Excellence, therefore, is not an act, but a habit.” Aristotle The bookstores and the …

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How To Present Technical Information Effectively

Sep 20,2010 / Expression, Presentations

They say an expert is someone who learns more and more about less and less until finally he knows everything …

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Book Recommendation: Just Listen

Sep 16,2010 / Book reviews, Persuasive communication

Just Listen by Mark Goulston is one of the few books I’ve read more than once (three times so far, …

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Who Cares? Selling to the Problem Owners

Sep 15,2010 / Sales, Uncategorized

So, if you want to be consistently successful in selling value and avoiding price objections, you must talk to the problem owners. When you’ve talked to the problem owners, there are only two people who can see the entire elephant: the highest ranking problem owner—and you.

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