Everything is a presentation
It's true that in most cases, consultants make more money than salespeople. Here's why: salespeople are trained to speak and consultants are trained to listen. The difference between selling and consulting Salespeople live for The Presentation. Sellers spend tons of … Read More
This email made our day here in the office: Hi, Rene! I hope you're doing well! We wanted to let you know of some success a client had as a result of Michael speaking at our Leadership Day event! There was a segment where Michael sat down with one of our … Read More
Training events can be a lot of fun, but consulting gets the job done. A good event can motivate your team or train them on a particular initiative. But game-changing improvements cannot happen in one day. Improving sales, for example, is an iterative process that must take place over time. … Read More
Sales are the lifeblood of every profitable business and you need at least one Rainmaker to keep that blood pumping. In legal parlance, a Rainmaker is an attorney at a law firm–usually a partner–who specializes at bringing in new clients. Of course, any company with a sales team can have a … Read More
Testimonials are the way to go. Why? Because when you tell people how great you are it’s advertising. But when a third-party tells people how great you are, it’s the truth. Tweet This Endorsements and third-party testimonials are vital to business growth. In the old days, a person asked a … Read More
Was he “the greatest?” People are saying nice things about Muhammad Ali these days. When the boxer died in 2016 at age 74, almost every epitaph referred to him as “the greatest.” It’s instructional to note that Ali had referred to himself as “the greatest” for decades. A master at … Read More
Training events can be a lot of fun. A good event can motivate your team or train them on a particular initiative. But game-changing improvements cannot happen in one day. Improving sales, for example, is an iterative process that must take place over time. The same is true for shaping … Read More
The #1 challenge for salespeople is asking for the sale. The question, "Will you buy this from me?" sounds easy enough. But while these five words are a request for acceptance in the form of a "yes," they are also a request for rejection in the form of a "no." Since most salespeople hear "no" … Read More
Consultative selling is not easy. Most people don’t even really know what it is. Worse, many folks pretend to know what it is. They pass themselves as consultative salespeople. No wonder everyone is confused! Consultative selling is a serious game changer for anyone looking to increase … Read More
So you need to hire a keynote speaker? Your conference, trade show or corporate events are big deals. So much time, energy, and money will be spent entertaining and educating your audience. And now, your reputation is staked on the success of the keynote speaker you select, wow. Hiring the … Read More
Have you ever noticed that when a photographer says, "Smile!" that people in the photograph end up looking a little fake? Smiling, although natural, can be complicated. That's probably why we don't do it more often, even when we're being photographed. But there are other reasons people don't … Read More
Famous people are fascinating. I've been fortunate to meet many well-known people through the years. The list includes Mike Love (Beach Boys), George Herbert Walker Bush (photo of us on my Facebook page), and pop star Rick Springfield (pictured at left, circa 1981 or so). It's also been fun … Read More
