As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of …
To Boost Your Sales, Don’t Sit Down
Years ago when I dabbled in improv, we had a few rules that we tried to follow when we performed. One of them was “Never sit down.” Improv almost requires performers to be in constant motion. When you’re standing, you …
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Failure IS an Option
It’s an iconic moment in the movie Apollo 13: The flight team at Mission Control is trying to figure out how to get the ill-fated astronauts back to Earth and Flight Director Gene Kranz states flatly, “Failure is not an …
17 Reasons People Will Say Yes
Too many of us are afraid to ask for the things we want. Whether it’s asking for the appointment, asking for the sale, asking for referrals, or anything else we might want in our business or personal lives, too often we …
Everybody Has Competition
I often hear salespeople brag, “We don’t really have any competition.” They believe their product or service is so superior to everyone else’s that they’re truly in a category of one. This is a dangerous mindset, …
What’s Your Value?
Do you know what the real value of your product or service is? Can you articulate your value to a prospect so they understand it? Have you ever wondered why some people immediately appreciate your value while others just …
