Many years ago, in his bestselling, How to Sell Anything to Anybody, Joe Girard provided what he called his Law of 250. This basically says that most of us know about 250 people. Joe knows from whence he speak. He was named by the Guinness Book of World Records as “The Greatest Salesman in The…
A recent post discussed the difference in results between saying to someone, “If I could prove to you that…” as opposed to “If you could prove to yourself…” With that in mind, here’s another helpful tip. Again, this was learned from the great, Zig Ziglar (a few of you might be aware that he is…
About two weeks ago, Kathy Zader, who is moving from Carson City, Nevada to Tampa, FL to be closer to her family, noticed the familiar sound of a cat eating out of the catfood bowl. Nothing unusual about that, except that the cat eating was not her cat, Adobe. Instead, it was a stray cat…
The smallest change in phraseology can make a big difference in how our ideas come across to another person. Has anyone ever said to you, either while attempting to prove a point or during the sales process, “If I can prove to you that (such and such) will save you money…”? And didn’t you sort…
“When we are no longer able to change a situation, we are challenged to change ourselves.” ~ Viktor Frankl, Concentration Camp Survivor and author of Man’s Search for Meaning There are situations we can control and those we cannot. But, one thing we can always control is ourselves and how we respond to situations. Having…
Today is the launch of John David Mann’s and my new book, It’s Not About You. This story, set in the same fictional town as The Go-Giver, expands on the first book’s Third Law, The Law of Influence. We see what happens when an unexpectedly wise mentor by the name of Aunt Elle takes the…
An extremely popular blogger and thought-leader whose name will be withheld recently tweeted the following: “What do you call a man who professes a fondness for ‘the finer things in life’? Well, he’s certainly no free man, that’s for sure…” I don’t know the tweeter personally. I tweeted him and respectfully asked: Hi {Name}. Just…
The saying is old. The saying is also true. Each and every year, millions of 1⁄4-inch drill bits are sold, yet nobody buying any one of these 1⁄4-inch drill bits actually wants a 1⁄4-inch drill bit. Then, why do they buy them? Because they want a 1⁄4-inch hole! What’s my point, and what does this…
Here’s a simple telephone tip that will always work for you. I learned this many years ago from telephone sales authority, David Allan Yoho. Are you ready? Hang up last. Isn’t it a lousy feeling when just a nanosecond after saying good-bye to someone, you hear that impersonal click? And, even if you don’t find…
On my Facebook page, I recently posted the following: “Speaking respectfully about your competitor to your prospect shows you are confident, you are successful, you are safe.” While most respondents agreed and provided some excellent examples, one young business person, Michael, wrote with a challenging question: “What if you know for a fact your competitor…
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