Hey, happy January! This is my favorite time of year even though these days have their challenges. The holidays can be stressful, the post-holiday blues can linger and lots of us make do with a minimum amount of sunlight in the first month of the calendar. Whether you’re impacted by depression, melancholy, seasonal affective disorder […]
Our habits make us or break us. Aristotle said, “We are what we do.” Tweet This Indeed, the things we do from the minute we wake up until the time we go to bed become our daily routines. Before you know it, those daily routines become lifetime habits. But where do habits come from? Are […]
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 […]
It’s a hard to be in the funny business. Nobody, um, takes you seriously. The job requirements for a comedian are a constant exercise in futility: You must always be “on,” even when you’re not working Unlike musicians who can play their hit songs forever, comedians must constantly generate fresh material All humor makes fun […]
Compliments are great for relationships; but not everyone is good at giving them Men have never been the best at giving compliments, right, ladies? That’s why it’s good to know that there’s a place you can send men to learn the fine art of saying nice things to other human beings–even to other men. That […]
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 […]
I often joke during performances that “almost everyone has a dad.” Whether you have a good relationship with dear ol’ dad is another issue. Family members can really put your communication skills to the test. Something about long-standing relationships often has us reading old scripts. The result? Even a simple family dinner can be very […]
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 […]
England swings like a pendulum do, Bobbies on bicycles two-by-two Westminster Abbey, the tower of Big Ben The rosy red cheeks of the little children. -Roger Miller, England Swings My childhood was steeped in London pop culture. Roger Miller sang about a swinging England. Benny Hill and Monty Python charmed us with their quirky […]
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.