When you think about it, clients hire us to make their lives simpler - to take what is often a complex process and make it simple for them.   Therefore, you could say that many of us are in the business of selling simplicity. 

Most clients don’t want to know a...

Buckle your seatbelts… I am about to say something controversial.  I don’t think an agenda belongs in a sales presentation.

I am referring to that slide that is at the beginning of just about every presentation. The headline is “Agenda” and there are five or more lines...

I know I am dating myself, but does anybody out there remember the movie Oliver, based on the classic Charles Dickens book?  Remember the opening scene when, after drawing the short straw, the adorable little orphaned boy brings his empty bowl of gruel to the front of...

“What you do speaks so loudly, I cannot hear what you say.”  Ralph Waldo Emerson

I came across this quote on linkedin last week and it resonated with me strongly.

A disproportionate amount of time is spent on what we say, and not enough on how we say it, and the non-verb...

There is no disputing it.  Stories are powerful.  They make what you say relatable, interesting and memorable. For this reason, I encourage salespeople to identify one or two key points that they often need to make in a sales call or presentation and to developing a st...

Engrained behaviors are hard to change! It often requires patience, and a safe environment for practice. The good news is that once a salesperson has experienced success with .....

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 ch...