The Big Juicy Payoff

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Our decision to buy a new car is often more about the status and sex appeal than transportation and functionality. We can purchase a great looking pair of jeans any where, but we are more likely to choose a popular brand that has some status and recognition. The advertisements tell us we will be more… Read More.

Good Listening is the Secret to Building Relationships

This week marks the first anniversary of my radio show, Head over Heels. Now, fifty two weeks later, more than fifty interviews later, and more work than I ever anticipated, the radio show has taken on a life of it’s own. One year ago, I was open to trying something new and learning new skills;… Read More.

Why Do Car Salesmen Have a Bad Reputation?

Why do car salesmen have a bad reputation? Why do we hate those nagging telephone calls from strangers telling us to buy something? The reason, I believe, is that the sales techniques they use are impersonal and we often feel that something is being forced on us that we do not want or need. The… Read More.

What Is Your Attention Grabber?

I was in Orlando this past week with some colleagues training a medical device sales force on “purposeful communication”. “Purposeful Communication” is communication that has a goal or desired outcome and when applied to sales presentations, the objective is to create a sales presentation that is well organized around a desired outcome with your target… Read More.