The conversations sales people have with customers are quite complex. They consist of verbal and non-verbal messages that are sent consciously and subconsciously. Successful customer communications are the foundation of…
Are You a Hard-To-Read Boss?
When it comes to bosses, over the decades I have worked for/observed a whole bunch. I think the hard-to-read bosses are the most troublesome. They come in three varieties: Only Positive. You know you aren’t perfect,…
Deliver Compelling Presentations
Hard truth: It’s impossible to get sales people to present with a uniform style across a large company. Glimmer of hope: You can insist on some guidelines to unify the basics.Tragic reality: Most big businesses translate…
Naturally Speaking
I don’t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, “Hi is that Mr. Brooks?” to the way they fumble through…
The Nuclear Option
To borrow a line from infomercials: How many times has this happened to you? You are invited to a meeting with a new account interested in your firm’s services. The person with whom you…
Storytelling for Sales
In this presentation Dominic R. Villari demonstrates practical ways you can use storytelling to increase your sales. You’ll learn the role of client needs and product attributes in stories, how…
Powers of Persuasion
In his now-famous book, Flipnosis: The Art of Split-Second Persuasion, Kevin Dutton talks at length about how you can persuade people to behave in a particular way simply by getting them to believe that…
To Outsell Them, Outwork Them
“I’ve had smarter people around me all my life, but I haven’t run into one yet that can outwork me. And if they can’t outwork you, then smarts aren’t going…
Creating Stronger Value Propositions
One of best ways to waken a prospective customer out of their “everything is okay” slumber is to “jolt” them with a statement about the significant difference your offering can…
Powerful Words Inspire Powerful Change
“Carpe diem. Seize the day, boys. Make your life extraordinary.” – Dead Poet’s Society These powerful words spoken by Robin Williams’ character in the 1980 movie inspired a group of…