Mortified: Humiliated or shamed. That’s what I was last Friday afternoon, and it was my own fault. It began that morning during my visit to an Ear, Nose & Throat Specialist I was referred to by my physician. I’ve been having some challenges with laryngitis (that’s not good for a speaker to have, right?) 😉…
In Part One, we established that things — ideas, products, concepts, etc. — don’t usually just sell themselves; they need to first be sold. We concluded by looking at Schopenhauer’s famous quote, “All truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.” And, sometimes…it’s…
In our book, Go-Givers Sell More, John David Mann and I begin by discussing some of the fallacies and misconceptions associated with selling. The first is that people often think of sales as trying to convince someone to do something they don’t want to do (i.e., buy something they don’t want or need). Of course,…
Is there ever a need to verbally correct or critique? Well…actually, yes. The bigger question: is it possible to do so in such a way that not only will the person accept your correction, but truly embrace and utilize it? Yes, so long as you keep the human ego in mind and realize the key…
With the school year beginning, I thought I might reprint an article from about five years ago, when I had my weekly ezine. In my opinion, the Law of Authenticity, (Law #4 of The Go-Giver), has never been embodied better and more effectively than in this example. —– Recently, my fourth grade teacher, Miss Kadlik/Mrs.…
Over the past three articles regarding Benefit Statements, we’ve also looked at when they are and are not appropriate. One place they are appropriate, which we haven’t yet discussed, is when you are attending some type of formal event where you are asked — along with everyone else — to stand up and provide your commercial.…
Christie Ellis, owner of Sonoran Mountain Realty in Phoenix, Arizona wrote to me after reading about Benefit Statements in my book, Endless Referrals. I saved her email until after I posted the previous two articles because I thought it was such a great question. With permission, I’m summarizing her question. Thanks, Christie! Hi Bob, I…
In Part One we looked at the difference between an Elevator “Pitch” (yucko; bad word) and a Benefit Statement. Mainly, the first one is longer and “I-Focused” and the latter is shorter and “Other-Focused.” It focuses on the benefit…to the other person. The article’s main point was that, contrary to mainstream and accepted thinking, this…
Many are familiar with what has become known in Networking lingo as an “Elevator Pitch.” Typically, it’s defined as a description of your product or service that can be communicated in a very brief time (i.e, up to 30 seconds; the time span of an elevator ride). Although its genesis was in the context of…
You might recall the story of Liberty — the neighborhood stray cat who was considering allowing me to apply for the position of being her human, meaning I could feed her as much as I wanted to. And, yes, this time I do say “her” because — as many of you guessed — that’s what…
