You scan the room cautiously and there, like a diamond in the ruff is someone you feel compelled to approach. Mustering every ounce of courage, you walk bravely across the crowded, noisy room, rehearsing your lines and getting yourself “in the zone” It all seems rather surreal, (like in Wayne’s World when Wayne approached Tia Carrere to … continue reading »
A very successful CEO once told me that he felt every business needed to compete against a company they wanted to annihilate! He felt that this level of competitiveness drives performance in both his company and with his competitor making them both better for it. He also stated that this level of competitiveness drives service … continue reading »
I’ve had numerous discussions with aspiring rock stars over the last few years with regard to the old “title or no title” on the business card thing. I’ve even gone from one extreme (as in not having one) to the other (as in having one that is fun and creative) Which one works best? I’m … continue reading »
I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed, but told me how much I saved. Needless to say, I left there feeling like I received great value. It also served as an important reminder of how we might want … continue reading »
I want to keep this one short and sweet because quite frankly a blog about holiday weekends, while you’re knee deep in a holiday weekend isn’t bueno. One of the best parts of a holiday weekend is the opportunity to slow down, catch up with family and come back recharged on Monday. Pretty cool set … continue reading »
Sometimes we complicate things and in the process of complicating, we zip right by the obvious. Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. (affiliate link) He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why … continue reading »
The truth is a funny thing . . . It can annoy you, hurt you and flat out insult you! It can cause you to push back when your ego steps in as if to say “I got this one dude” So we do the admirable thing . . . and avoid it! Then it … continue reading »
For the last 15 years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can – … continue reading »
Back in a far away time called “1994”, I was leaving my house after checking on my wife and 2 week old son when I lost control of my car on an ice patch. I did all I could do to remain calm, especially when it became apparent to me that I was about to … continue reading »
If you’re aren’t doing so already, start getting in the habit of pausing before you respond. Why? Well here are 6 benefits of pausing before opening one’s mouth 1) The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. … continue reading »
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