In yesterday’s post, we learned how to effectively work with one kind of “Controlling Prospect.” This person’s way of controlling you and the presentation is to ask questions in rapid-fire succession, quick and unrelenting, firing off another one as soon as you answer the current one. This is intended to keep you, the salesperson, off-balanced…
Every so often you’ll find yourself in front of a “controlling prospect.” This is a person who wants to show you who is boss (and, as far as they’re concerned, it ain’t you!) :-). They’ll do this by asking questions – often in rapid succession – demanding fast answers. They will also demand that you…
A reader from Ohio asked, “As nice as I try to be, sometimes it just happens that the person at, for example, the front desk is not helping to solve my problem. There are times when I must go ‘over their head’ and talk to the manager or supervisor. How do I do that without…
I recently posted the following on my Facebook page: “Tact and politeness should not be misconstrued as compromise. The two are not necessarily one and the same.” Whether we’re talking about this within the context of an informal (or formal) debate, a corporate negotiation or a simple transaction between a buyer and a seller, the…
In Part One, we saw the expert advice entrepreneurial coach Dixie “Dynamite” Gillaspie provided in answer to her client’s concern that she struggles with charging a fee for her services because her work brings HER so much joy. The premise then would be that, because Dixie’s client so enjoys what she does, she shouldn’t be…
Wordsmith extraordinaire, John David Mann and writer averageaire, 🙂 yours truly, often discuss a concept during media interviews for which we both have a different name. He calls it the “Treacherous Dichotomy.” I call it the “False Dilemma.” Either term can be defined as the unnecessary use of the word, “or” (i.e., “wealthy OR happy”,…
In a Facebook discussion exchange yesterday, I was asked, “Do you think it is wrong for someone to say ‘I love money’?” Of course, I’m not the authority on what is right or wrong for someone else and always do my best not to judge others (after all, I have enough personal faults of my…
Most of us know the story of the two youngsters fighting over an orange. They both wanted it but there was just one. So, they had to compromise by each taking half. Of course, the “crux” of the story is that – upon simple discussion afterwards – they both discovered they wanted the orange for…
Often, what we ask is not nearly as important as the way we ask. Ask the customer service rep if they’ll take back the widget you bought without the receipt you lost, and you’ll probably hear, “It’s against our policy.” Ask, however, that “Understanding it’s against normal policy to return an item without the receipt,…
In Part One, we saw that – if you’re “doing it right” – you don’t give to get; you give to give. When you operate from a true spirit of providing value to others, good things happen. And, for good reason. Let’s look at just one result. And, unlike the little disclaimers on the “Get…
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