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A recently got a chance to chat with Alex Goldfayn, CEO of the Evangelist Marketing Institute. He’s one of the top-rated and most requested sales speakers in the world, and the author of several books, including his most recent one, Selling Boldly: Applying The New Science of Positive Psychology To Dramatically Increase Your Confidence, Happiness [read more]
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Prom night is supposed to be one of the most exciting events of our lives. At least that’s what Walethia Aquil thought as a senior at Northwestern High School in Flint, Michigan. Unfortunately for her, it turned out to be one of the worst. Just a few weeks before the prom, Walethia didn’t even think [read more]
In his book Unique Sales Stories, Mark Satterfield offered the following explanation for how to better explain what you do for a living. For example, if you’re a distribution channel consultant, you might explain what you do by saying this: “I represent a company that’s best in class at optimizing the distribution channels between the [read more]
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It’s 6 A.M. in Queretaro, Mexico, about 130 miles north of Mexico City. Most of the residents are just waking up. But one woman is already dressed and has visitors in her kitchen. No, this isn’t the time of day nor type of guests she usually entertains. These are senior executives from the Kellogg Company [read more]
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{The 12th in a series of the 25 most useful sales stories.} This story marks our transition from the rapport building phase of the sales process to the actual sales pitch itself. And for most salespeople, this is the heart of the matter—this where most of the traditional selling is done, and where most of [read more]
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When Darrell was in the third grade he did something he’s regretted for the thirty-five years since. What was his unforgettable and unpardonable sin? He wrote a poem. A very bad poem. Darrell’s class had been learning the rhyme and meter of several forms of poetry. One particular week they learned about limericks. That’s a [read more]
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Perhaps you’ve seen this puzzle. There are nine dots on a page, arranged in a 3-by-3 matrix. The challenge is to connect all nine dots with four straight lines (or fewer) without lifting your pencil or retracing your path. If you haven’t done it before, or it’s been a while, give it a try. Okay, [read more]
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Professional buyers will tell you (like they told me) that competitors in just about every space are so similar that it’s hard to tell them apart. They need a differentiation story—which means you need a differentiation story. One of my favorite examples of that comes from Sharad Madison, CEO of United Building Maintenance. UBM is a [read more]
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Listening is one of the most important communication tools we have. In fact, it’s one of the only two requirements for actually having a conversation — the other being it’s far more popular teammate: talking. But even when we do listen, most of us listen with the intent of responding, not with the intent of [read more]
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Who knew you could learn so much about running a business and understanding your customers from a professional photographer and a candle? I didn’t. But then I had a chat with Jeffrey Shaw, former photographer turned business coach and author. He spent three decades as highly-sought after portrait photographer. Now he’s the host of business [read more]
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