Getting in the Door, with a Unique PROPosition 
Once upon a time, I sold for a Fortune 200 company. After success as a territory account representative, I received a promotion to handle major accounts within the retail division. ... 9/28/2007

Props – The Symbolic Tool 
One of the reasons props work so well in presentations is they come with their own story and emotions. ... 1/6/2006

Yours for the Taking – Prop Ideas 
Use these props at your next sales call.... 11/10/2005

Using 3-D Props 
3-D Props are so effective that if you saw one in a presentation ten years ago the chances are high you can recall how it was used. Since they will be remembered...... 7/8/2005

Pain vs. Gain 
I helped my prospect understand our value with a coin sorter - and it worked!... 7/8/2005

When a Prop Backfires 
Sometimes props misfire...but it is how you handle the recovery that counts.... 7/8/2005

Shredding Money for Profit 
An alumnus used a paper shredder to shred real dollar bills in front of his prospect. He shredded seven bills before he began speaking.... 7/8/2005

Props as Images 
Props are powerful "images." Your story, when wrapped around the Prop, gets feelings and meanings attached to it, without any extra work on your part. You can instantly create a "brand" message around... 7/6/2005

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