The Lazy Way to Create Sales Messaging that Wins 
It’s a common lament at the end of one of our sales workshops: “It’s so easy for you to come up with great message ideas. It just isn’t that easy for me.” I sympathize.... 9/9/2008

Quiz: Make Your Message Concrete with Pictures 
You learned to read by first looking at pictures. Your brain is still wired with that elementary filter. Make your solution more concrete and easier for your prospect to buy, by using a picture they... 5/13/2008

Thanks or No Thanks 
Have you ever worked in an organization where you really enjoyed your job, but felt undervalued and received little positive feedback? Even when you went above and beyond the feedback would typically... 12/11/2007

Let Your Conscience Be Your Guide 
Can you trigger programs in your prospect’s subconscious mind that will “prime” their conscious mind to buy? The answer is “yes,” but probably not in the way you might think. ... 12/11/2007

Eliminating Barriers 
It was the ideal sales call. The customer had identified a problem and already knew a change was greatly needed. He called our company; he recognized us as an industry leader. ... 12/11/2007

Trust in Your (Best Friend's) Self 
In Power Messaging®, you learned about bringing your Best Friend’s Self to every messaging opportunity. The concept of self comes from The Evolution of Consciousness by Robert Ornstein, who explains ... 9/28/2007

It’s Not Business. It’s Personal. 
My two oldest boys (ages 5 and 9) love to play video games. Last year, their constant requests to play the games drove my wife and me up the walls.... 9/28/2007

Has Science Proven the Power of Mirroring? 
Brain imaging tools are revealing the mechanism through which matching an individual’s body language and tone of voice (known as mirroring) works to build rapport between people. ... 5/4/2006

Grab Your Audience’s Attention 
The human brain craves novelty, so says Gregory Berns, a professor at Emory University. ... 5/3/2006

Five Ways to use Humor to Persuade Prospects 
If you knew you were winning the deal, how confident and comfortable would you be in your presentation?... 11/3/2005

Frame of Reference 
If you figure out how your prospect views life, what their frames of references are, then you can figure out how to sell your solution to them.... 10/9/2005

Three Deadly Sins of Sales Presentations 
In your last sales presentation, how much of the material presented actually needed to be there? ... 9/9/2005

Do Grabbers Work in Telesales? 
Grabbers are communication techniques that emotionally engage your buyer in what you want them to focus on. There are four types: Word Play, Story, Mini Drama, and 3-D Props. ... 9/9/2005

There is Timing and Rhythm in Everything 
Miyamoto Musashi says in “The Book of Five Rings,” "There is timing and rhythm in everything." Is there timing and rhythm in sales? Absolutely!... 8/29/2005

Solving vs. Selling  
Are you solving a problem, or selling a product?... 8/19/2005

Simplifying the Team Sell 
Four powerful ways to reduce the complexity of today's team sale... 7/11/2005

Needs, Pains and Desires 
Help your prospects migrate from implied needs to explicit needs and they will make a buying decision. ... 7/11/2005

PowerPoint: Use and Abuse  
It's easy to forget PowerPoint is simply another presentation medium, just part of telling your story. Are you subjecting both your prospects and the deal to “Death by Demo”?... 6/30/2005

Technicians – The Trusted Advisors 
Technicians, who only focus on features and functions, make it difficult for prospects to connect their needs to the product.... 6/30/2005

Four Simple Questions 
If you know ahead of time the answers to the following four questions, you have a much better chance of getting the results you want.... 6/9/2005

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