Can you hear me now? Five techniques to help you improve your listening
Have you ever been accused of not being a good listener? If your answer is “no”, it is probably because you were not listening to the...
What makes you different? Six tips for communicating your differentiation
In today’s commoditized world, it is very difficult for prospects to ascertain how one provider’s products and services are different...
Hands Down, Gestures Work. Capice?
Italians are famous for using gestures. As they speak about food, or love, or even laundry detergent, they exude a sense of energy,...
I Know You Can't Read This, But....
Have you ever been in the audience of a presentation in which the speaker stands before a slide that is populated with 12 point font, a...
How to Powerfully Introduce a Colleague
Last month I had two speaking engagements with the same company back-to-back.The senior business leader who was scheduled to kick-off the...
When a Question is not just a Question
There are two types of questions in a sales presentation. One is when a prospect asks a question to genuinely seek information. The...
Leave the Scripts to Actors
Sitting in the audience of a small business presentation, I held my breath as the speaker paused and then panicked. It was clear from...
Please Don't Ask Me that Question
We all have them. The one or two questions that we dread we will be asked by a client or prospect. It could be the question about how...
Does Differentiation Matter?
“Differentiation" is a term frequently used in sales. Salespeople have been trained to search out, and sell, their "points of...
An attention span longer than a goldfish
Yesterday, when I was about a quarter mile from my house running a quick errand, I realized I had left my phone on the kitchen table. I...
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