Latest Posts

Most customers see sales reps as a necessary evil. They endure them because they need to, not because they want to. But of course they like your sales people…Don’t they?… Read more

The idea of building rapport on the first sales call is dead. It’s been dead for a long time. We all know it’s dead, but have been in denial about… Read more

Getting information from a buyer can be a tough process. Sometimes they deliberately put up a metaphorical brick wall to keep the seller out. If you question the bricks (specifications,… Read more

Sales reps need to gather more information to better service the customers needs. Without this they are just the same as every other supplier. Sales reps have three problems that… Read more

I love the precision of flying. The captain makes an announcement that we will be pushing back from the terminal in 4 minutes and the flight will take 1 hour and 27 minutes to… Read more

There is no reason for a death-by-PowerPoint presentation. No excuses at all. They do not engage they do not inform and no one likes them. You have the right and my… Read more

Speaking has an unusual paradigm. The speaker is in a one-to-many relationship and speaks accordingly. They structure their sentences to speak to everyone (e.g. How many of you have been… Read more

When speaking, how you feel about your hands tells you a lot about your message. They’re the canary in the coal mine. If you’re not sure what to do with… Read more

Microsoft estimates there are over 30,000,000 powerpoint presentations given every single day. How they measure this I have no idea, but let’s assume it’s true. There is good evidence to… Read more

As with everything, there is a right and wrong way to do something. Opening a presentation is no exception. Many people use the techniques below to build a connection with… Read more