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    • usc

    • 11.

      Losers Ask "Why?" and Winners Ask "How?"


      by Dr. Gary S. Goodman - 2007-01-21
      There's a saying you may have come across, especially if you're in sales or sports or any walk of life that involves competing and outdoing your personal best.It holds that there three kinds of folks:...
    • 12.

      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...
    • 13.

      3 Steps to Appealing to Customer Values


      by Dr. Gary S. Goodman - 2007-01-23
      In a recent article I mentioned we're erring in marketing, selling, and in customer retention activities by focusing on CRM, on customer service, and on customer satisfaction.Instead, we should be con...
    • 14.

      5 Reasons Customer Service Reps Should Record Themselves


      by Dr. Gary S. Goodman - 2007-01-26
      "Your call may be recorded for quality purposes," the electronic voice announces to the caller.We're so used to hearing this notification that companies don't even teach reps how to respond properly w...
    • 15.

      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...
    • 16.

      How To Spot A "Replicant" - A Phony Author And A Purchased Article


      by Dr. Gary S. Goodman - 2007-01-27
      There is a nearly foolproof method for spotting a phony author and an article that is unoriginal.I'll get to that in a minute, but let's briefly discuss the problem with many of the leading Internet w...
    • 17.

      How to Conquer Daunting Distractions


      by Dr. Gary S. Goodman - 2007-02-18
      In karate, there is a group drill that is done for the benefit of a person we'll call "A," who is using his basic foot work to make progress from one side of the mat to the next.About five people are ...
    • 18.

      I'm Cold Calling Right Now-Are You?


      by Dr. Gary S. Goodman - 2007-02-27
      There's quite a debate raging between article writers that are claiming their cold calling tips work best and others that contend cold calling is a waste of time.Who's right?Neither.How come?They're s...
    • 19.

      Should You Take Karate or a Public Speaking Class?


      by Dr. Gary S. Goodman - 2007-03-02
      Most responsible dojos and martial arts instructors screen prospective students by asking at least a few pertinent questions.For example, "Why are you interested in learning karate?"If a punk just off...
    • 20.

      Don't Just Interview Sales Candidates; Interview Past Managers, Too!


      by Dr. Gary S. Goodman - 2007-03-13
      I was just spending a few minutes at the Chicago White Sox web site, absorbing some of the techniques being used by pitching coach, Don Cooper.He was jumping on his staff for exhibiting too much of a ...