September 13, 2017

Next time you are in the grocery line, scan the magazine headlines and you will notice a sea of numbers.  "101 Secrets to Financial success"; "Six Reasons You Should go to Europe this Spring"; "The Ten Best New Restaurants in Manhattan". Marketers know that numbers are...

September 6, 2017

TRUST. It is a simple word with big meaning that is used frequently in sales.  Buyers often say they chose one competitor over another because they felt that they could trust one more than the other.  Sellers often tout being trustworthy and strive to hold that coveted...

August 25, 2017

In sales presentations, prospective clients expect to meet the people with whom they will be working.  These individuals are not necessarily polished presenters who are comfortable in a sales role.  Many of them are not in sales for a reason - they purposefully avoided...

August 4, 2017

A very frustrated salesperson contacted me recently.  It was about six weeks after he and his team had presented in a very competitive finals presentation. Immediately after the presentation they were given positive feedback from the prospect and were quite optimistic...

July 26, 2017

While it is common practice to train sales people how to sell, it has occurred to me lately that buyers could benefit from learning how to buy.

We often work with salespeople who sell through intermediaries that have been hired by their clients to navigate what is often...

July 18, 2017

Most of us are uncomfortable when prolonged silence enters a conversation.  It brings back that awkward blind date kind of a feeling.  In my early days of corporate training, I remember directing a question to my audience and being greeted with crickets.  It seemed to...

July 11, 2017

As emails, blogs, texts and tweets rise in popularity, handwritten notes gain power. 

They stand out from the pack and demand the attention of their recipient. Have you ever chosen not to read a handwritten note? Probably not. In contrast, when was the last time you cho...

June 16, 2017

Most of us have learned from a very young age the importance of eye contact.  I remember telling my now twenty-two year old son at the age of about three to look at someone “straight in the eye” when shaking his hand.  My direction was translated into a twisted face wi...

June 2, 2017

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 person (typically a family member) who enthusiastically shared this little gem of wisdom with you. 

As it turns out, the act of li...

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