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...
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...
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...
"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...
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...
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...
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...
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, ...
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...
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 ...