Sales & Marketing

The Best Kept Secret in Handling Emotional Conversations Well

Have you ever awakened at 3:00 a.m., rehashing a conversation from earlier in the day? Why didn’t I think to say X? Or if I had just commented that Bryan’s actions were “unusual” instead of calling them “irrational,” maybe he wouldn’t have exploded and walked out. What if . . . . On and on, [...]

2018-11-13T03:51:37+00:00By |0 Comments

Do Your Eyes Build Rapport or Destroy Credibility?

The “ayes” have it in meetings. The “eyes” have it in most all other encounters. Eye contact is so powerful in our culture that we summon waitresses or taxi drivers by “catching their eye.” We reprimand a child with a glance. We show love by gazing into our lover’s eyes. We lose sales for lack [...]

2018-10-30T02:42:01+00:00By |Comments Off on Do Your Eyes Build Rapport or Destroy Credibility?

11 Ways to Communicate Change Positively

Change usually involves a period of chaos until people struggle through it to success. Even the world’s most powerful software requires a learning curve. Influencing people to take action or to change their mind often includes minimizing the risk of potential pain in a negative outcome. To minimize that risk, take a few tips from [...]

2018-10-09T00:51:04+00:00By |Comments Off on 11 Ways to Communicate Change Positively

How Simplicity Helps You Sell Your Ideas, Products, and Services

Have you ever become frustrated searching a company’s website, trying to find an answer to a simple question or a phone number to call for help? Ever spent fifteen minutes sorting through automated phone menus, trying to get to a live person to get a simple problem corrected? You may have become convinced that these [...]

2018-10-02T00:29:36+00:00By |Comments Off on How Simplicity Helps You Sell Your Ideas, Products, and Services

What to Do When Hit With a Negotiation Surprise

Experienced negotiators refer to this surprise tactic as the “bomb scare.” Such surprises happen in sales, salary negotiations, customer projects, and political situations. Consider the two “bomb scares” (one for each side) with the two James Comey announcements before the 2016 elections about re-opening the investigation of Hillary Clinton’s emails and then weeks later the [...]

2018-09-25T03:37:33+00:00By |1 Comment

How to Calm Your Nerves Before a Presentation

Even professional speakers get nervous before keynotes or presentations. To what degree depends on what’s at stake: Who’s in the audience? A competitor? A special loved one? Will their career take a big nosedive if they fail? Do they stand a chance of winning a huge contract if they succeed spectacularly? Success comes not in [...]

2018-09-10T02:29:49+00:00By |Comments Off on How to Calm Your Nerves Before a Presentation