As the final dash to close business for 2018 begins, here's a blog post from the past that is as relevant today, if not more so, than it was when … [Read more...] about Everything Old is New Again
False Familiarity or Valid Value?
If it is true that attention spans are short and time is at a premium in face-to-face meetings, that rings doubly true when you present on the phone. … [Read more...] about False Familiarity or Valid Value?
Agendas: Power Tool Used Properly
Agendas in presentations are usually seen as afterthoughts, useful low-level roadmaps, or necessary evils. Big mistake! An Agenda skillfully used can … [Read more...] about Agendas: Power Tool Used Properly
What to Present
On the people-are-more-interested-in-their-kids-than-in-yours theory, meaning that listeners do not want to hear everything you know about your offer, … [Read more...] about What to Present
Do What Waiters Do & Close Business Faster
How frustrating is it when prospects drag out the sales process? You think you have done a good job presenting your value and then they want more … [Read more...] about Do What Waiters Do & Close Business Faster
Symptom or Cause?
I received a call recently that went like this: Sales Manager: My team needs sales training. Can you help? Me: Whats wrong? SM: Their conversion … [Read more...] about Symptom or Cause?
