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    • 1.

      Wanting To Be a Great Writer is Not Very Helpful


      by Dr. Gary S. Goodman - 2006-12-06
      Many of us dream of dazzling people from the platform or through our prose, and this may be a key source of our motivation to become successful speakers and writers.But are we served well by these dre...
    • 2.

      That Porsche is Nice in the Red, or Do Your Prefer the Blue?


      by Dr. Gary S. Goodman - 2006-12-07
      A "close," as you know, is a stylized way of bringing a sales conversation to a positive conclusion. Technically, it is the place at which we ask for approval.We're seeking a yes, but not in a way tha...
    • 3.

      That First Bite: Success No Matter The Cost - A Real Ethics Issue?


      by Chuck Gallagher - 2007-01-06
      It seems that some things never change. As adults, we hear through the media, about the lack of ethics and the consequences of ethical lapses. They capture attention in almost every venue - from b...
    • 4.

      Attitude and Attraction: Inevitable Laws of the Universe


      by Chuck Gallagher - 2007-01-06
      "It's just uncanny," one of his sales directors said, "but every month, somehow, he pulls it off. He just never misses his sales targets. I just don't get it. What is he doing different?" That q...
    • 5.

      Being Someone: From the Perspective of a Fourth Grader


      by Chuck Gallagher - 2007-01-06
      If you posed this question to a fourth grader, what do you suppose their answer would be? "If a person were invited to speak to your class today and you saw them walking down the hall, how would yo...
    • 6.

      Aunt Cecile's Tremendous Negotiation Tip


      by Dr. Gary S. Goodman - 2007-01-22
      My Aunt Cecile, rest her soul, shared a secret with me before heading off to the happy hunting ground."Gary, if anyone asks you an embarrassing question, or simply one you don't care to answer, just p...
    • 7.

      Small Businesses Need Sales Scripts, Too!


      by Dr. Gary S. Goodman - 2007-01-26
      Scripting has been employed in selling for at least 80 years that I'm aware of, and perhaps a lot longer.It is the use of patterned sales talks, predictable and reliable conversational strategies that...
    • 8.

      5 Clues You're in The Wrong Job or Career


      by Dr. Gary S. Goodman - 2007-02-15
      I worked at the Safeway from Midnight to 9 stocking shelves, so I could race to catch a bus to my college classes and afford the rent on my glorious 1 room bachelor apartment.The job was fairly easy, ...
    • 9.

      Public Speaking How to market your new Speaking Career?


      by DALE SIMMONS - 2007-03-11
      You have decided to launch your new speaking career, but how do you market yourself? Remember, you now have to become a marketing person as well! Even if you are represented by an agency, a...
    • 10.

      Should Consultants Cross The Line from Giving Advice To Taking Direct Action


      by Dr. Gary S. Goodman - 2007-03-26
      Many times over the last two decades I have grumbled under my breath in the presence of clients:"Move over! Let me do it for you!"But I've stopped myself from overtly saying it, believing there is an ...