• Bottom Line: Everything else being equal, you’re way ahead of any other speaker or sales professional when your audience of one or one thousand relates to you, likes you, and trusts you. Remember, they must first trust you before they can trust the message.

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Whenever and whatever you’re pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? […]

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Readers tell me they enjoy my website, and keep coming back, because of the free advice they find. This is presented in my blog, my free articles on public speaking, sales presentations, customer service and leadership. If you have not downloaded my 11 Mistakes Salespeople Make in Their Presentations…click now!

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Prospecting Tips for a Slow Economy Frequently I am asked, “How can I prospect for more business?” My favorite Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you. Here is some practical advice that works for any industry. 1. […]

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Good and Bad Sales Words As reported by my client David Behr who hired me to speak for hisDenver Competitive Edge seminar series. This is how he was trainedwhen he worked for top sales trainer Tommy Hopkins. BAD – CheaperGOOD – Less expensive, more affordable, better value, cost effective. BAD – SignGOOD – Authorize, endorse, […]

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