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?
When Raccoons Run Across Your Stage
How would you respond if you saw a big furry raccoon run across the stage of an outdoor theater production during the play???? That is exactly what … [Read more...] about When Raccoons Run Across Your Stage
Avoid Price Choke
When asked what Carol needed to help increase sales of corporate sponsorships for her companys conferences, her manager said, Confidence. He … [Read more...] about Avoid Price Choke
When You Are in the Hot Seat
Answering questions under pressure can be very unnerving. (Think Mark Zuckerberg at the Senate Hearings a couple of weeks ago.) Your first best … [Read more...] about When You Are in the Hot Seat
