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...

May 26, 2017

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...

May 16, 2017

A few years back I was coaching a sales team that was preparing for a site visit in which one of the team members used an analogy to describe the prospect’s situation.  She said they were “like spumoni”, comparing the multiple layers and complexities associated with th...

May 9, 2017

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...

April 28, 2017

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...

April 25, 2017

Many years ago I attended a workshop on empowerment and communication.  If I remember   correctly, it had something to do with linguistics. It is hard to remember much about the content because I was distracted by something else. There was a “team” of three facilitator...

April 21, 2017

“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...

April 18, 2017

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...

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