Professional Speaking Giant’s Brush with Fame: A Tall Tale

Danny Cox, CPAE is a giant in the professional speaker world. Author of Leadership When the Heat’s On and known as the Sonic Boom Salesman. Danny has the ability to attract interesting friends. On Danny’s left is with Big Dave Mattey who is an actor and stuntman who works in a lot of science fiction and monster movies. However, check his website he has been in major movies including The Spy Next Door with Jackie Chan. He’s 6′ 10″ tall. On Danny’s right is Sidney Wicks. Sidney is 6’8″ and is in the UCLA basketball Hall of Fame and was an All-American. In Sidney’s career he played with the Portland Trail Blazers, Cleveland Cavaliers, and spent most of his career with the Boston Celtics.

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How to Overcome Sales Objections

How to Overcome the “I Need to Think about it / Need to Wait until Next Week/Month / I’ll Get Back to You ” Objection by Mike Brooks
One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no – they’re just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you’ll see if your prospect really does need to think about it, or if he/she is blowing you off. Believe me you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.

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Public Speaking: How to Bring Your Characters to Life

5. We bring our characters to life through some of the verbs we use.
Fred casually sauntered into the boss’s office VS Fred rushed breathless into the boss’s office. Please note I am taking a lesson from the brilliant Mark Brown who taught us in a recent EDGE lesson about the importance of adjectives and adverbs.

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Observational Humor from John Kinde: Fripp is Recycled!

My definition of Observational Humor does not exclude recycling previously used Observational Humor lines. Nor does it mean you can’t use old jokes that are adapted to the present moment. What makes Observational Humor special that it is inspired in the moment, not pre-meditated…although some pre-planned humor can certainly create the illusion of spontaneity. Our goal is to become more skilled at in-the-moment humor and not solely relying on prepared lines. Although a good monologue may contain some of both elements.

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Alan Weiss the Million Dollar Consultant: Increase and Protect Fees

Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.
1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don’t stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.

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Alan Weiss on “How to Deal with People Who Always Want A Deal”

8.Stop work if you’re not paid on time. “Deal-seekers” are famous for delaying payments to squeeze out extra work. If you’re not paid in advance, and a payment date has passed, allow ten day and then stop working. Otherwise, you’ll be in permanent debt to the company store.
Patricia Fripp & Alan Weiss and the rave reviews.

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Be a Star: 8 Tips to Make the Most of Your TV Appearance

I am very confident this will all happen! It has taken me 5 years but all of the Toastmasters training (I co-founded a Bay Club chapter with Patricia Fripp), the classes such as yours, and the never say die attitude are paying off. It is like striking oil…long time drilling and then suddenly a gusher!

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