If You are Wrong – Tom Brady – Admit it Quickly and Emphatically
I don’t know about you, but I’m sick and tired of athletes getting caught red-handed cheating or involved in some scandal only to defiantly maintain their innocence. Pete Rose, Lance Armstrong, and A-Rod come to mind, and now Tom Brady has joined the list. Eventually, the truth comes out, and each person only compounded his […]
Setting the Stage for a Successful Sales Call
Have you ever been interrupted at home by an unexpected salesperson ringing your doorbell? You know the type—the kind who shows up unannounced and launches into a pitch before you’ve had a chance to blink. If you’re like most people, it’s not your favorite experience. So, here’s the real question: Why do salespeople do this […]
Influencers from Around the World – The Power of Influential Questions
I met Dan Norris in August 2004 when I attended the Principles of Persuasion Workshop®. Dan was the workshop facilitator and did a terrific job. He’s been a Cialdini Method Certified Trainer, one of less than two-dozen worldwide, for 15 years. In addition to being a CMCT®Dan has been the Director of Training for HOLT […]
“Improv” Your Sales with Improv Comedy
For Jane’s 50th birthday, her big surprise gift was an eight-week workshop on Improv comedy for the two of us. Believe me, she was surprised! I thought it would be a great to experience it together, that we’d meet interesting people, and that we’d laugh a lot. Mission accomplished on all fronts! The course concluded with a show […]
The Psychology of the Sales Cycle – Referrals
For the most part salespeople don’t have a great reputation. This is so because many people feel they’ll be pressured into buying something they don’t want or need by someone who is manipulating them. I teach sales and don’t always like dealing with salespeople because most of the time they don’t add value to the transaction. If someone can […]
