My pal, Art Sobsczak makes his living teaching people how to communicate by telephone. Some might say that telephones are “old school.” But, in an age of texting, Facetiming, Zooming and other gerunds that are about to be invented, telephone communication is still a time-honored way to get things done. This is true because of one […]
According to Reed Exhibitions, a trade show company based in Toronto, there are over 12,000 trade shows in North America each year. Trade shows can be a good investment, but only if you know what you’re doing. The people at Reed estimate that while it costs about $626 to close a sale at a trade […]
Tips are important, especially tips for helping people. Selling is the art and science of helping folks solve problems. People say that selling is a science because it’s been thoroughly studied and we have lots of information about what works, such as the AIDA model (Awareness, Interest, Decision, Action) to pull prospects into the sales […]
Seems like everyone is in the persuasion business these days. Advertisers find us through television, direct mail, billboards, radio, YouTube videos, pop-up ads, and even when we least expect it. My dentist uses a ceiling tile to promote a teeth whitener. Marketing companies track what we post about on Facebook and then arrange for us […]
When it comes to presentation tips, people want help fast. Most speaking coaches know how to get to the heart of the matter right away. But not all are good at conveying their ideas. Even fewer are good teachers. Watch how I get right to the point and almost instantly help an audience member become […]
Seven years into his career with the Detroit Lions, Matthew Stafford has finally decided to get a quarterback coach. As a sales coach who often deals with the psychology of people who need help, I find this story fascinating. The narrative is roughly the same for everyone–even superstars: You try something on your own and […]
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 […]
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 […]
Most of you are probably familiar with the classic public speaking adage to “Know your audience.” This is great advice for salespeople, too. The idea, of course, is that when a speaker or salesperson is familiar with the person(s) on the other side of the table, the person speaking can address that person’s needs. That […]
Everyone likes to make a good connection. I had the great pleasure of speaking in Great Britain a few weeks back. We were in Manchester, England to be precise. The video turned out pretty good, so I’m sharing it here. The talk was delivered at the RIBI Convention. RIBI stands for Rotary International in Great […]
If you’re clever about it, the telephone–our oldest selling tool–is is still a good way to get the job done. Tweet This The very first telephone call was a harbinger of things to come. Most everyone knows that Alexander Graham Bell invented the telephone, but you may not know that his first words on the […]
No matter how you earn a living, you are in the selling business. In fact, your ability to persuade is central to your success.
That’s why you must know how to deal with objections.