We might be addressing others at an important sales presentation, the monthly sales coaching session, or an annual conference. We want the audience to give us their rapt and undivided attention. But that doesn’t always work out the way we’d … Continue reading →
You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and realize, with that sinking feeling, that no … Continue reading →
“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient way to end a conversation. On the … Continue reading →
Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.” Just the other day I came across an almost … Continue reading →