Whenever I find myself distressed with an employee, the following provides positive guidance. Continue reading →
Four proofs required by prospects and techniques for proving
Whenever you are selling, whether it is a product to a prospective customer, an idea to employees or a new direction to your investors, remember that “they” are seeking proof. What is your prospect asking you to prove? Continue reading →
Keys to Fostering Innovation
There is no magic trick to stimulating innovation in your group or company. It simply require a few simple steps. Continue reading →
Samples of Traditional Closing Questions
Closing is a step, sometimes final but not always, to the logical process of persuasion or selling and is often triggered by a question. There are several categories of such questions and following is a list of standards. Continue reading →
Laws of Influence Power
You may not agree with all of them but they are interesting to consider, test and debate. Continue reading →
Steps to Brainstorming
Brainstorming is a technique used to generate ideas and solutions first popularized by Alex Faickney Osborn in his book Applied Imagination. Continue reading →
Why do some entrepreneurs and sales people suffer from “Call Reluctance”?
The thoughts, feelings and avoidance behaviors preventing otherwise intelligent, skilled, and enthusiastic entrepreneurs and salespeople from picking up the phone and calling the prospects who can help them is called “Call Reluctance”. What are the causes and what can be done about it? Continue reading →