Don’t Over Engineer Your Elevator Pitch
You walk into a crowded conference hall. The air in the exhibit hall seems to stand still. If you wanted…
Category: Conversing
Get personal and watch a person light up
The scene: Two workers decompress over a beer at a local conference’s happy hour. “So, what do you do?” says…
Tell a good story and you’ve got a customer for life
I have plenty of fun doing nighttime baths with the kids. In kids’ bathtubs, animals, boats, floating books take up…
You are not going to believe this
“Because the hook brings you back I ain’t telling you no lie. The hook brings you back On that you…
Pull up a chair and talk with your customer
Peel back the vulnerabilities of a person and you discover his true self. If you keep your eyes and mind…
Audience 101: Talk with us, not at us
Shortly after the calendar flipped from 2010 to 2011, our family attended our neighborhood’s church for an uplifting Sunday morning…
Team meetings: Despite the pushback, keep having them
In a global world, you’ll typically work with professionals that are time zones apart. You’ll sip your morning coffee and…
You’ll miss the point if you talk too much
I’ve spoken with quite a few salespeople over the years. I’ve learned interesting tidbits from sales representatives near and far:…
An Opportune Time to Shut the Ipod Off
I like my Ipod. I am cool with my Ipod. My Ipod and I bond on the trail, treadmill, and…