If You're Not Asking For Referrals, You Should Be! If we, as sellers, don’t recognize that most businesses operate on referrals, what are the odds that the average customer does? How many of you are mistakenly assuming that people know…
Engage Your Audience With A Sales Dialogue Here are a couple of tips from the pros for turning those monologues into more of a dialogue in your presentation that keeps your audience engaged and interested. Everything A Sales Monologue Is…
Gatekeepers Are Not The Enemy It may seem like the gatekeeper’s primary job is to keep you out. But they can be your ally if you learn how to enlist their help. Knowing best practices for communicating and working with…
Warning: If you can hear a pin drop during your presentation, your audience may be asleep. Which one of the following is an example of a good listening skill? (A) Address your customer’s objection’s first. (B) Use animated listening. (C)…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…
Have you ever noticed that the speakers/presenters who capture your attention the best are storytellers? Everyone loves a story! Spotlight, the Oscar winner for Best Original Screenplay in 2016, proved yet again that a good story told well can pay…
Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or someone other than he was, in…
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in an engaging way that will earn…
In order to strike a balance between no theme and full-on theme park, it’s important to understand how to choose a theme that’s right for your presentation and your audience. A group of flight attendants in matching uniforms strolled through…
