Seduce, Engage & Win Customers’ Hearts Toggle

Prospects Often Lie To Be Polite. Ask Incisive Questions & Advance the Deal

Prospects Often Lie To Be Polite. Ask Incisive Questions & Advance the Deal

Sales prospects often lie not to be mean, but to be polite. Buyer politeness is good only to a point. To maximize your sales performance, ask...

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Introducing The S.C.O.R.E. Sales System & Sales Training Model

Introducing The S.C.O.R.E. Sales System & Sales Training Model

If you're an independent consultant, freelancer or a startup with challenges in the area of driving sales and developing new business, I can honestly...

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Conference Hosts Don’t Do This. Toastmasters, Please Stop!

Conference Hosts Don’t Do This. Toastmasters, Please Stop!

Fellow Toastmasters, I got a problem. It's contest season, so this problem is particularly acute, and if we want to be professional conference...

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Pitching In Teams: Harmony Matters

Pitching In Teams: Harmony Matters

Pitching in teams is usually more effective than pitching alone. There is one caveat, however. Your sales team must be in sync, in harmony....

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Great Story. Wrong Hero. The Value of Being the Mentor.

Great Story. Wrong Hero. The Value of Being the Mentor.

So you're preparing for an important presentation or pitch, and you've crafted a great story. But do you have the wrong hero? Here's why it's more...

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Elitism, The Hero’s Journey & A Big Lesson For Democrats

Elitism, The Hero’s Journey & A Big Lesson For Democrats

Yesterday's historic U.S. election was not just a momentous victory for Donald Trump, it should be a big lesson for the Democratic Party. Steer...

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Trump Rejects the Outcome of Harry Potter

Trump Rejects the Outcome of Harry Potter

This just in: Donald Trump has declared he rejects the outcome of the Harry Potter series. "That Harry Potter. Nasty kid! He didn't beat Lord...

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Why Humor Works In Negotiations: An Olympic Example

Why Humor Works In Negotiations: An Olympic Example

Even if it's just for one moment, the positive impact of humor on the human psyche draws people together, especially in tense negotiations. That...

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Hey Toastmasters Tribe… Sometimes We Just Gotta’ Chill

Hey Toastmasters Tribe… Sometimes We Just Gotta’ Chill

Last year I had the honor to give a Talk at the hugely attended Inbound15 Conference in Boston. My session was during the first morning, so I had...

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Joe Frazier’s Role In Muhammed Ali’s Story

Joe Frazier’s Role In Muhammed Ali’s Story

Muhammed Ali has passed, but his legacy will endure and so will a great lesson in storytelling. To build a compelling hero, the protagonist must...

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