You Have 30 Seconds 
A Guide to Selling in Chaotic Times... 12/1/2008

What types of interactions do you have? 
Take this 30 second poll.... 5/24/2008

I Like You! 
You make think that it’s obvious that people buy from people they like, and you’re right. ... 4/29/2008

Building a Strong Trust Network 
What if sales were easy? What if you didn’t have to sell products or services and all you had to do was make friends? Would you sell more? Would you have more fun? Would your trust network expand?... 4/29/2008

How Do You Create a Positive Environment? 
I like spending time with my friends; I enjoy the camaraderie and the conversations we have. I like that we challenge each others’ points-of-view and still find time to laugh and joke with each other... 4/29/2008

Selling Sense 
Wine and Cheese. The Smell of Pizza. A Sculpture You Can Touch. What do they all have in common? They are all tools that can assist in delivering a better, more memorable message, which in turn ... 12/11/2007

What's In It for Me? 
When my oldest son Timmy was a small child, potty training was quite a battle. We tried everything, but we just couldn’t get him to understand that it was time to be finished with diapers and all the... 12/11/2007

Anticipatory Emotions 
Coke or Pepsi? It’s an age old question, and now, in a world that’s run amuck with choices, it never seems to stop: GM or Ford, Honda or Toyota, Nike or Reebok, tea or coffee, your company or your c... 3/27/2007

Buying Criteria: Fact, Fiction, or Feelings? 
Neuromarketing is a new field of marketing which uses medical technologies such as functional Magnetic Resonance Imaging (fMRI) to study the brain's responses to marketing stimuli. ... 3/27/2007

You Can Lead a Horse to Water... 
It’s kickoff season and all through the office nothing is stirring except for the marketing department. They haven’t slept for weeks. All the planning, coordination and presentations must come togethe... 3/27/2007

No One Ever Got Fired for Buying IBM 
This phrase is often called the most powerful marketing phrase ever created. In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It... 3/27/2007

Get Them Involved! 
Do you want to have some extra fun with mini-dramas? Why not get your prospects involved to help you make their pains come alive.... 6/15/2006

Can Emotion Change How Something Tastes? 
Why do some people drink Coke and some people drink Pepsi? Is it strictly a matter of people making the decision based on taste?... 5/3/2006

Memory’s Role in the Buying Decision 
When buyers learn about similar things in a similar way, they have trouble remembering what was unique about each vendor. Make your delivery memorable, emotional, and unique so your prospects remember... 3/20/2006

Fan the Flames  
Your prospects have some smoldering issue they’re looking to get solved, and you have an opportunity to fan the flames, to turn that smolder into a fire. ... 3/17/2006

Voice and Body Language in Sales 
As a salesperson, you often spend an enormous amount of time and energy picking the words you use to sell your products and services – but is that where your focus should be?... 1/20/2006

Increase Your Ki 
Ki is personal energy and passion built from your belief in the value of your solution or product, your conviction that your value will improve your prospects' world, and your commitment to seeing tha... 1/20/2006

Great Leaders are Salespeople 
Every person leading people to decide between one alternative over another is a salesperson.... 11/3/2005

Want vs. Need 
People and clients need a lot of things, but they don’t always buy based on their needs. ... 8/10/2005

The Power of Questions 
Are your prospects ever perplexed as to which way to go? Do you think they might worry about who is telling them the truth? Are they afraid to make the wrong decision that might cost them their job or... 7/11/2005

It’s a Small World After All 
Grabbers work well in any culture.... 7/11/2005

Basic Ingredients 
Business, financial and personal value are the basic ingredients to a purchasing decision. ... 7/8/2005

Make Your Presentation Memorable 
Do you know the letters below the number 7 on the telephone? You would if it was critical to your survival.... 6/30/2005

NLP and the Buyer’s Mind 
Some buyers only "hear" your message, others only "see" it, and others only "feel" it. Are you covering all the learning channels in your audience?... 6/30/2005

CRM and the Buyer's Mind 
Did you ever see a database close a deal, win friends or influence people? What good is a database if you are not utilizing every touch-point opportunity with your buyer to “turn up the heat?”... 6/30/2005

	Access Legend
		= Everyone Can View
		= Registered Users & Alumni Only
		= Alumni Only