Posts Tagged ‘Salesmanship’

StorySELLING is the path to a win/win

Tuesday, August 18th, 2015

If you are trained as a homogenized biz dev or sales person it is time to move out of your comfort zone and stand out. On the other hand, if you are not trained it is time to stand out. In fact, to survive in this brutal, highly-commoditized, global economy you have to stand out […]

How to be understood.

Thursday, July 28th, 2011

In order to be understood you need to be able to deliver informative, effective, and emotionally engaging presentations. One’s ability to turn potential into a tangible success has little to do with facts and information. One’s ability to move others comes from knowing how to build trust and respect through making an emotional connection when […]

Achieve your communication goals faster and more effectively

Wednesday, July 20th, 2011

Achieve your communication goals faster and more effectively by learning to present your ideas so they are persuasive, influential and fully understood. Your every thought, word, and action carries your signature. Whole-body communication is the collaboration of the mind, voice and body. The voice and body are the most undeveloped asset in business development and […]

Cold Market Face-to-Face Business Development Tips.

Tuesday, May 24th, 2011

How well prepared will your company, your firm, your practice be to gain the competitive edge in your commoditized marketplace when the economy takes off? Face the fact that competition for business will be fiercer than ever once the economy begins to turn around and starts to grow. What are you going to do to […]

XPX Summit 2011 Workshop Responses at Babson College

Friday, April 8th, 2011

Recently, I presented a workshop on “Making a Connection for a Win/Win.” The event was the annual XPX Summit 2011 at Babson College in Massachusetts. I would like to share with you the several video responses to the workshop by attendees. Contact me if you would like to improve your Win/Win communications skills in leadership, […]

Meet me face to face on March 15th at my seminar for XPX Summit 2011

Monday, March 7th, 2011

Meet me face to face on March 15th at my seminar for XPX Summit 2011 at Babson College, Wellesley, MA – “Making the Connection for a Win/Win.” This is a must attend all-day conference for any professional advising business owners how to prepare, monetize and successfully exit their businesses. Space is limited. Click here to […]

Make Your Brain Look Like Mine

Wednesday, December 22nd, 2010

“In good communications, a listener’s brain activity actually begins to mirror the speaker’s brain activity.”

Competitive sales edge in a commoditized marketplace

Monday, October 11th, 2010

In this high-speed digital and virtual world the Ultimate Social Media Is Face-To-Face. The more digital and virtual the world becomes the fewer opportunities exist for in-person social interaction. I found that regardless of age and experience too many people today lack the ability to connect with others face-to-face.

Something said to be impossible is, with sufficient effort and ingenuity, attainable.

Thursday, October 7th, 2010

In the commoditized and highly competitive legal, accounting, banking and financial services marketplace the important attribute that distinguishes one service firm from another and one professional from another is the persona of the person representing the entity.