You’ve been there, admit it. You’re working on an upcoming presentation and come up with an idea that’ll really wow ’em. The idea is slightly crazy because the gimmick is really not worth the risk, but “Oh, what the heck,” you say. “I’ll try it anyway!” Canadian Prime Minister, Justin Trudeau, used such a trick […]
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.
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: __ […]
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 self-promotion, Ali used the catch phrase to […]
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 great leadership teams. Not even […]
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.
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.)
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.
“I don’t know how to say ‘goodbye’ to people anymore.” My old friend, Bill Cowger, was in a predicament. Bill, not normally shy for words, was having to bid adieu to everyone he had ever met. My pal had been diagnosed with Stage 4 cancer. There is no Stage 5. I was surprised to be having […]