Answer: It is the natural outcome of a positive experience! Getting a commitment to a kiss–or to a deal– is like the building of any relationship. It can’t be forced, or, if it is, the outcome is unlikely to be very pretty. Closing a sale has to happen naturally as well. People will buy when …
Engage Immediately with a Metaphor “A question for this moment. If the Earth’s lungs were on fire and the doctor refused to treat it, would there be cause for a third party intervention?” What do you think? Got your attention? That was the opening line of an article by columnist Kathleen Parker on the Amazon rain …
“Torn from the headlines,” as they say. If you didn’t think “Words Matter – Make What You Say Pay!,” check out this article written by Arick Wierson, an Emmy Award-winning television producer and current political advisor, about the language being used in the impeachment hearings (you can skip the video). My point has always been …
Many of you are small biz entrepreneurs, so effective marketing is critical to your success. With that in mind, I am happy to “treat” you this Halloween with this business building tip from guest blogger Paulette Ensign, founder of www.TipsProducts.com Build Your Business by Being Pleasantly Persistent Throughout the years, many solopreneurs have reported they …
Your client calls up frantic with a problem he wants resolved immediately. What do you do? Your likely reaction is to ask questions about the problem. Right instinct, but, if you have more than two or three questions, you risk the client becoming impatient and annoyed with you. Tweak Your Instinct To avoid that, preface …
So you have what you think is a great idea to solve a major problem. Unfortunately, your idea is rather complex to explain to the people whose support you need for it. What do you do? Drown your listeners in the details of your idea? Talk v–e–r–y s–l–o–w–l–y and hope for the best? Rushthroughthedetailsanddazzlethemwithyourenthusiasm? Or, …
One way to deal with price pressure (there are others) “Persist — with Justification.” If you can justify your terms, it is not necessary to change them. Example: WEAK: Seller: That will be $1500. Buyer: You must be joking! I will only pay $1000. Seller: How about $1200 BETTER Seller: $1500 is a very fair …
Which of these do you do when your desk is a mess and you can’t deal with everything on it anymore? Freeze? Leave? I bet you ultimately re-arrange things into more manageable piles. Why? Because your brain becomes frazzled and momentarily short circuits. It cannot absorb so many seemingly equally important stimuli demanding your attention, …
“Metaphor is how we nail the jelly of reality to the wall” is a quote from a new book by Joe Moran called “First, You Write a Sentence.” Moran’s characterization is one of the best descriptions I’ve seen for why metaphors belong in the skill set of anyone whose success depends on the ability to …
How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing. You wish they would just tell you “No” rather than leave you hanging. What …
“Only the right diagnosis can lead to the right treatment” is both the premise of a fascinating new Netflix show called “Diagnosis” and a timeless principle for sales and presentation success as well. While the show leverages the reach of the internet to find the right diagnoses for people with seemingly untreatable diseases to get …