Product knowledge: #7 on the list of sales killers

Knowing too little or telling too much will murder your sales.

Poor product knowledge is a sales killer

Poor product knowledge is number 7 on the most wanted list of sales slaughterers. There are many many ways to kill a sale and salespeople use most of them in a career. I have murdered my fair share of sales, I confess. We use silly personal quirks, the wrong words, a foolish manner, a pandering […]

SELLING: EVERYTHING HAS CHANGED (OR HAS IT?)

Don't be fooled into thinking that timeless selling techniques are dead

Timeless Selling Techniques are still needed today

You see an ever-increasing number of posts and promotions telling you that everything has changed about selling and business. The inference is that good old salesmanship is dead. They will tell you the pie-and-donut-long-lunchhour-timewasting-salesperson era is long gone—and because; audiences have changed, attention spans have changed, technology has changed, customer buying habits have changed. you […]

Why you should be a good speaker.

Being a good speaker is not easy but it has many benefits.

Being a good speaker has its rewards
Why you'd want to be a good speaker

I have been on a life-long journey to be a good speaker, performing on stage or in class, since I was four years old, and on camera and other sound media since I was 26. I have had the odd unhappy response over the years but over all, I have loved it. Someone once asked […]

Your ‘Manager, First Impressions’ could be your weakest link.

You only get one chance at a first impression

A receptionist is a manager of first impressions

I am seeing a physiotherapist. I needed to make another appointment and clarify the health benefits claim form, so I called her ‘Manager, First Impressions’, but in a senior moment, I forgot the physiotherapist’s name. At this location of the practice there are only 2 Physios; a man and a woman; Jeff and Bronwyn. A […]

How to give a slide presentation (or not).

Your engagement techniques are more important than your slides

Data slide presentation mistakes

I was coaching a speaker who was delivering a slide presentation to get his team motivated. He was more of a running commentator than a speaker. If you have to use slides to get your message over, I don’t think you can call yourself a speaker. You should bill yourself more as a slideshow projectionist. […]