I’m sure you’ve had this experience: you’re driving down the road, listening to the radio, and suddenly you’re transported back to a memory from ten, fifteen, twenty years ago. A song, maybe not even a great song, or a song you particularly liked very much back then comes on the radio. Maybe it reminds you of a time when you were in love, or when you were heartbroken, or when you were having the time of your life with friends.
Old Fashioned Sales: Features And Benefits
If you’ve ever cooked noodles you know that you can determine if they are done by throwing the noodle against the wall to see if it sticks. If it does, then it’s done. When I think of ‘features and benefits’, I think of someone throwing a whole pot of noodles against the wall to see what sticks.
Language Pattern: Awareness
“The moment one gives close attention to anything, even a blade of grass, it becomes a mysterious, awesome, indescribably magnificent world in itself.” – Henry Miller
Larry Craig’s Incongruency
The movie ‘The Usual Suspects’ has a great interrogation scene.
Listen Intently, And Choose Your Words Wisely
Last week I had the opportunity to speak to a group of investment executives in California. One of my mentors, Doug Wood, attended the meeting. Doug has 40 years of experience in the investment industry, and is a legend in the investment wholesaling business. He is a master salesperson, manager, trainer, and entrepreneur. He started out as a speech and drama teacher, and he has always been a stickler for making exceptional presentations. After every presentation he provides m…
It’s Time To Bury Cold Calling
Endings are hard. Sometimes we cling to people, places, things, that we’ve outgrown, because of a nostalgia, or out of habit.
Improve Your Results With Active Listening
Listening is one of the most common and important things that we do. Recent research on work behaviour suggests that we spend approximately 9% of our time writing, 16% of our time reading, 30% of our time talking and 45% of our time listening.
How To Stifle Your Prospect’s Inner Critics
Critical judgment. . . it’s an obstacle for us as sales professionals and persuaders. Our main goal is shutting down the inner critics of the people we’re selling our products or services to. This can be accomplished by getting them out of their lives and showing them what could be, something bigger and better.
How To Tell When Their Pants Are On Fire
We’re all liars. It’s part of human nature to lie–to cover up, to get out of trouble, to spare feelings. It happens because this is human nature.
How To Activate Your Affluence
My belief is that we create our own destiny. The lives we have are the lives we have made for ourselves–good or bad.
Framing Baby Killers
“We don’t see things as they are, we see them as we are.” – Anais Nin
Frame, Reframe
My transcriptionist lived in New Orleans until August 28, 2005, the day before Hurricane Katrina hit. She and her boyfriend and their four cats evacuated with two cars full of valuables and art and ‘irreplaceables’. They rode out the storm in Tennessee in a pet friendly hotel.