Asking questions can slow a situation down long enough to see where it's heading. This allows you to take corrective action sooner instead of later. You can surface hidden agendas and reveal lies without being adversarial. Like the TV detective,…

Hank’s emails needed an extreme makeover to draw his message out and grab his prospects’ attention. As Hank changed his approach, he suddenly saw an increase in responses. Within one week, he’d secured an appointment for a $187,000 opportunity with…

When you take the time to write a personalized letter, you’ll be surprised by the response. The company president will not only take your call, he may even reach out to you to thank you for acknowledging his company’s accomplishments.…

This simple truth is widely ignored even though studies show that sales and marketing pitches filled with jargon and corporate speak come across as rude, misleading or obnoxious. Simple plain English is viewed as honest and friendly and closes deals.…

It only takes a minute to proof read your emails, and I’ll tell you now I’m always glad I did.  I almost always make them better, and when I hit the send key I know I’ve sent out the best…

Pretend that every single person you meet has a sign around his or her neck that reads, “Make me feel important.” This was the life philosophy of Mary Kay Ash, the well-known cosmetics mogul. Her genuine concern for others catapulted…

Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan. Obviously, your team would have a competitive edge because you would be able…

Imagine this: you've worked for hours putting together the proposal that your prospective client requested and are finally ready to hit the send button. You envision the recipient checking e-mail immediately and contacting you within a few hours to seal…