“For God’s sake, don’t say ‘yes’ until I’ve finished talking.” -Daryl Zanuck, Film Producer Selling is not about you talking, it’s about the prospect talking–even during your presentations. Important things happen when the prospect speaks. You’ll learn more about the prospect’s problem when she is talking. You can learn why the prospect is […]
Americans live in interesting times. The most evolved society in history has overall, made an extra effort to be more patient, more tolerant, and to withhold judgment. Wait, what? Withhold judgment? We’re taught in schools and church not to judge others. Almost every day I hear someone use the phrase, “I’m not judging here” or […]
There’s nothing funny about humor. Tweet this
At least that’s what professional comedians think about the subject. It turns out that the route to a person’s funny bone is quite strategic and even cerebral.
And the trip to the funny bone is often goes through some dangerous territory. All humor makes fun of something or someone, so the art of comedy should be be handled very carefully.
That’s why so few professional speakers are funny. Humor is not easy.
Recently, Detroit’s Metro Times, interviewed several comedians on the art of being funny. Here are their suggestions, along with a few of my own.
Comedy tips from the pros
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 […]
Effective marketing is not easy. The art of psychological attraction is a sophisticated mix of language, imagery, and delivery. To complicate matters, we all don’t agree about what constitutes good marketing. Some people prefer subtle messaging, some love the audacious approach. Notice that the accompanying photo doesn’t have a caption or a call-to-action of any […]
Every business has a customer service problem.
I’ve yet to work with a client who didn’t need help improving their service model.
In many cases, the people providing the customer service are the last to become aware of the problem because they are used to the way things are. A good consultant can spot such problems almost immediately.
It’s cheaper to keep customers than to find new ones
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.
The secret to marketing an event is to attain what advertisers call “impressions.” Pdfs (Portable Document Format files) are rather “old school,” because they have to be delivered as an attachment via traditional email. But people don’t open their email much anymore. And what if folks read your email, but don’t bother to open the […]
Dear Prospective Client/Sales Manager– I listened carefully when you explained what was happening at your business. I’ve created a “punch list” of things I can do for your team, if you think we’re a good fit. Simply print out this email and put a check mark next to the line items that appeal to you: __ […]
It’s true. An e-book is just like a real book. I just had a fun phone conversation with college basketball legend, Chantal Vallee. She’s the lady that took the female basketball team at the University of Windsor from last place to first place and kept them there for five consecutive years. I had the pleasure […]
There are over 500,000 words in the English language, but some words are more important than others.
Language can motivate, inspire, and also depress, so the power of words cannot be underestimated.
As the author of many books on communication and a veteran public speaker, I’ve identified what I think are the most important fifteen words you can ever use with another person.
And since words are usually used in phrases or sentences, I’ll give you the five most powerful words, then the four most powerful, followed by the three most powerful, the two most powerful words, and finally the single most important word you can ever use with another person.
The tiny hummingbird flaps its wings so quickly, it can hover in one mid-air. But being busy doesn’t always translate into productivity.
Frantic lawmakers, for example, have been frantically trying “fix” the economy, even though it’s fairly evident they have no idea what’s wrong. (If they knew something was wrong, they would have fixed it before we got to this sorry situation.)