Everyone goes fast. Make it your business to stop fast. Tweet This There’s big business in being different than others. Today’s lesson in stopping is presented by Houston Rockets guard, James Harden. The NBA star has just been given the biggest contract in NBA history. The Rockets have agreed to pay Harden $170 million over […]
The perfect sales call
There’s a lot going on in The Perfect Sales Call (PSC). This important interaction involves dozens of power phrases that must be properly tested and delicately timed. Verbal cues must be matched by corresponding non-verbal cues, depending on whether the interaction is a phone call or a physical meeting. Of course, tone delivery, and timbre […]
I committed the cardinal sin of selling
The cardinal sin of selling is not knowing when to walk away. Learn how to avoid unhappy deals so you can sell more efficiently and perfect your trade-craft.
Good communication never goes out of style
All companies need to stay fresh. Every organization wants its brand wants to be viable. Being viable requires a strong value proposition, good quality products and services, and clever marketing. Staying viable also requires a crystal ball. It’s impossible to predict the future regarding the competition, technology, internal surprises, and just plain bad luck. Don’t […]
“It pays to learn from the best”
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 clients […]
Rainmaker sales training
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 Rainmaker. Even a one-person […]
A smile makes you more articulate
Have you ever noticed that when a photographer says, “Smile!” that people in the photograph look 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 smile. The list is extensive and includes, insecurity, lack of self-awareness, discomfort, low self-esteem, fatigue, and unhappiness.
Once in a while, I’ll accidentally catch a glimpse of my resting face when I use the reverse lens on my cell phone to do a selfie. Us self-promoters do a lot of selfies.
Lt. Columbo taught sellers the “Doorknob Close”
Peter Falk, who played one of television’s greatest characters, passed away last week, but not before giving salespeople one of the greatest closing techniques of all time.
Falk played Lt. Columbo, a bumbling police detective so unusual, he didn’t need a first name. Columbo was a true original, a slow-moving, hunched over man wearing a rumpled raincoat and carrying a stogie.
Columbo never seemed to know which way was up—until he solved the crime, usually by tricking the perpetrator into talking too much.