You have heard the saying, “If you’re so smart, why aren’t you rich?” I propose a new saying, “If you’re so rich, why are you so dumb?” which would be applied to Jeff Bezos and his lost bid to move Amazon’s second Headquarters to New York City. Bezos is guilty of a key sales sin …
I am coaching the owner (Sandra) of a unique service who is seeking to publicize her business through local organizations. As luck would have it, she is friendly with the husband of the Executive Director of one of these key groups. However, because they are friends, she feels awkward asking for help from his wife. …
Can you unscramble these letters to make a real word? KIPYN That’s your challenge in a popular word game called “JumbIe,” which often appears in newspapers. It is a great word game and I admit I am a “Jumble” addict. More importantly, I would suggest that“Jumble” type thinking can save a sale for you …
How do you feel when professionals don’t model what they are selling? For example, the image consultant who looks like she just tumbled out of bed, or the wedding planner who shows up late for your meeting, or the dentist who starts to fill the wrong tooth in your mouth? A bit outraged? Incredulous? This …
How frustrating is it when prospects drag out the sales process? You think you have done a good job presenting your value and then they want more information. So, being the responsive professional you are, you bring them the requested information. Then, they want additional information or they say someone else has to review the …
The vertical crossword clue was “unrelated,” six letters, and the first two letters were “un.” What was the answer? Clearly, I thought, the answer had to be “unlike,” as, for example, apples and tennis rackets are “unrelated to” or “unlike each other” – only my answer didn’t fit with the last four horizontal clues. Something was amiss and I was frustrated. Actually, the whole …
If you see bending your knee on the field at a football game as a peaceful act of protest protected by the First Amendment, then you side with the NFL. If you see that same act as a sign of disrespect to the flag, the country, and to the military men and women overseas, then …
The best athletes do it. The most accomplished musicians do it. The most famous actors do it. Even Steve Jobs did it. What is “it”? They Practice What a concept. True pros practice—a lot– before performing. That’s how they get to be successful. It is stunning to see so many presenters who think they can …
You may have read that former Fox newscaster Megyn Kelly’s recent NBC interview with fringe extremist Alex Jones which was expected to be a win for her turned out to be a huge ratings flop. The interview was seen as an opportunistic grab for stardom, rather than a demonstration of interviewing expertise. In short, her …
Chances are you will never be in quite the same position as James Comey, Former FBI Director who testified before the Senate Intelligence Committee this week with millions of people watching him on television. However, it can still feel pretty heated when hard questions come at you from your listeners. When that happens, how do you …
Most people are eager to present their ideas, services, and products to potential buyers, whether internal or external. They are convinced of the value they provide, are fired with enthusiasm, and certain that if they can just present their unique features and benefits, listeners will inevitably agree and say yes to next steps. And, then …