The Importance of Building Bridges

A senior vice president walks into the company’s executive committee meeting to introduce her plan to roll out a new consumer product. She has prepared and practiced her presentation. She has anticipated questions and push backs and prepared her responses. She has clearly outlined the benefits of this program for the company. She stands in… Read More.

Using Benefit Language: What’s in it for Them?

Basic sales training instructs us to use what are called WIIFM’s, “What’s In It For Me?” statements. WIIFM’s focus our sales efforts on how our product or service benefits the customer. They are meant to shift our mindset from our own agenda to what the customer wants and needs. It has been my experience that… 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.

Stop Talking Already!

This is a guest post by Laura Caton from The Cornerstone Group Inc. To listen well is as powerful a means of influence as to talk well, and is as essential to all true conversation. ~Chinese proverb. On May 21, more than 200 people attended the Sales 2.0 Conference hosted by Selling Power Magazine… Read More.